Adapter's Advantage: Breakthrough Moments that Lead to Success

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Welcome to Adapter's Advantage: Breakthrough Moments that Lead to Success, the podcast that brings you insider stories of the moments that mattered—turning points on the sometimes rocky road to success. Our guests are leaders in sales, training, enterprise learning, and academia, who share how they’re adapting to the changing world. These interviews are informative, inspirational, and based on real-world experiences to help listeners learn how their organizations can adapt to change. The host is Mark Magnacca, president and co-founder of Allego, the workforce training and readiness platform built for distributed teams.

Allego


    • Jan 23, 2024 LATEST EPISODE
    • infrequent NEW EPISODES
    • 32m AVG DURATION
    • 62 EPISODES


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    Latest episodes from Adapter's Advantage: Breakthrough Moments that Lead to Success

    Embracing the Future of Sales Enablement | Alycia Anderson

    Play Episode Listen Later Jan 23, 2024 15:35


    Join host Mark Magnacca in a dynamic conversation with Alycia Anderson, the Senior Director of Sales Enablement and People Development at Total Expert, a remarkable leader with a track record of academic excellence. Alycia's impressive journey blends her expertise in people development, sales enablement, organizational development, employee engagement, and team performance, all of which reflect her deep passion for continuous learning and employee growth. With over 15 years of successful experience in delivering award-winning programs and fostering opportunities for individuals to excel in their careers, Alycia is a true advocate for creating the best possible employee experiences. In this episode, Alycia shares her transformative vision and leadership style that has reshaped the landscape of sales enablement at Total Expert. She draws on her academic background, specializing in educational psychology, to design learning experiences tailored to how adults learn best. Alycia's approach focuses on enhancing the mental, emotional, and physical experiences of learners, ensuring that information is not just absorbed but effectively applied. Discover how Alycia's visionary perspective aligns with Total Expert's goals, allowing her to develop a comprehensive enablement strategy that bridges gaps and drives the company toward its objectives. Furthermore, Alycia dives into the importance of data-driven decision-making, highlighting the exceptional insights gained from a comprehensive modern revenue enablement solution. With detailed analytics and reporting, Alycia and her team can identify what's working and what needs improvement, enabling them to continuously refine their approach and deliver impactful solutions.

    Embracing the Future State of Enablement | Mark Lonzo

    Play Episode Listen Later Jan 23, 2024 13:23


    In this episode, meet Mark Lonzo, the driving force behind a transformative shift in sales enablement at The Hillman Group. Discover how Mark's leadership and vision have reshaped the sales landscape within his organization. Mark Lonzo explains how he recognized the need for change when faced with the challenges of outdated learning management systems and fragmented information access. He takes you through his process of researching and evaluating sales enablement solutions to help drive future growth. Explore the tangible benefits of embracing a digital sales room (DSR) approach, where quick access to information and resources becomes a game-changer for both customers and employees. Mark Lonzo shares real-world examples of how DSRs have revolutionized customer follow-up, delivering instant access to valuable content. Mark shares the importance of a user-friendly interface and mobile capabilities to help elevate The Hillman Group's sales teams to access critical information on the go, leading to improved efficiency and better customer interactions. Listen in to gain insights into Mark's successful journey in enabling future-proof sales strategies and fostering an enhanced employee and buyer experience. Show Notes: https://www.linkedin.com/in/mark-lonzo-93644122/

    Unlocking Your Rockstar Attitude | Mark Schulman

    Play Episode Listen Later May 26, 2023 22:06


    During his career, performance driver and celebrity drummer Mark Schulman discovered that no matter what your role, you are critical to your group's success. Whether you're a supportive member or the star on stage, you bring something to the team that no one else can provide. And when everyone respects the importance and the validity of everybody else, your team's ability is limitless. Schulman has worked with artists such as P!NK!, Cher, and Billy Idol, performing for sold-out audiences all over the world. Those experiences revealed to him how powerful your attitude is to achieving success. You may not be able to control what happens to you, but you have the power to control your attitude about what happens to you. And your attitude can drive many behaviors. Schulman is also a music producer, trained audio engineer, and co-owner of West Triad Recording Studio. In addition, he has taught at the Los Angeles Music Academy and is a highly sought drum clinician, hosting clinics in countries around the world.     Show Notes https://www.markschulman.com https://www.markschulman.com/the-musician https://www.markschulman.com/the-author

    Engaging an Audience | Joe Sabatino

    Play Episode Listen Later Mar 14, 2023


    Joe Sabatino, founder of BehindTheTalk, has a unique background that spans Hollywood, corporate America, and professional sports. Over his career, he has honed proven methods of persuasion to help CEOs and other executives refine their public speaking skills and become more effective and influential. As a media trainer and public speaking coach, Joe has created a template for success that allows each executive to create a lasting impression on their audience while staying true to their personal style, brand, and individuality. His passion is to inspire his clients to become the most effective and influential communicators they can be. One of Joe's many successes was pitching and producing his network television series "Necessary Roughness" to Sony Pictures and the USA Television network. The studio and network invested over $85 million in the series, which was nominated for a Golden Globe and won a 2012 Voice Award. Joe has worked with NBC Universal, Sony Pictures, Warner Bros, Bloomberg, Wall Street Journal, ESPN, HBO Sports, Showtime, Amazon, Google, Oracle. IBM Watson, Facebook and Microsoft.   Show Notes https://www.linkedin.com/in/joe-sabatino/ https://www.behindthetalk.net/ https://www.behindthetalk.net/bio/ https://calendly.com/joe-behindthetalk/30min https://en.wikipedia.org/wiki/Necessary_Roughness_(TV_series)

    Advancing Technology Transformation | Marilyn Pearson Hendricks

    Play Episode Listen Later Feb 14, 2023 35:33


    Marilyn Pearson Hendricks, MBA is the co-founder & managing partner of WorkTech Advisory, a global consultancy specializing in the Human Resources and Work Tech sector. The firm helps SaaS companies unlock the full market potential of the investment they have made in their technology Marilyn has over 20 years of senior leadership, strategy, sales, marketing, alliances, and subject matter expert experience. She has dedicated her career to advancing the technology, processes, and mindset that support innovative people management used by organizations across the globe. Marilyn began her career as an HR practitioner, where she focused on digital transformation, change management, and business process redesign She now helps clients achieve their revenue and growth goals, specializing in strategic repositioning, pivots, opening new revenue streams, geographic expansion, and full-stack go-to market. Her experience spans numerous HR SaaS providers including Cornerstone OnDemand, Peoplefluent/Vector VMS/Affirmity (now LTG portfolio), Lawson Software (acquired by Infor) along with global HR strategic leadership consultancy PDI Ninth House (acquired by Korn Ferry) and SAP SuccessFactors implementation firm 3D Results (acquired by Rizing).    Show Notes https://www.linkedin.com/in/marilynpearsonhendricks/ https://www.worktechadvisory.com/ https://www.linkedin.com/company/worktech-advisory/

    Developing Virtual Sales Confidence | Melissa Finnegan

    Play Episode Listen Later Jan 17, 2023


    Melissa Finnegan possesses a broad depth of experience that comes from 25 years of service in the financial services industry. She currently serves as VP, Learning and Development at Lincoln Financial Distributors, Inc. In this capacity, Melissa and her team are responsible for conducting product, sales and technology training for all employees, which includes training on Lincoln's annuity, long term care, life and small market retirement plan businesses. Her team supports individuals and teams in developing the skills and behaviors they need to achieve high performance and growth for the role they are taking, the role they are in, and the role that they want. Melissa has a B.A. in English from Pennsylvania State University. She is licensed in Life, Accident, and Health, and holds FINRA Series 6, 7, 26, 63, and 65. She is a certified instructor of SPIN Selling and holds the Certified Business Coach designation. She also has her black belt in Kenpo karate.   Show Notes https://www.linkedin.com/in/melissa-finnegan-34802914/ https://www.lincolnfinancial.com/public/professionals https://en.wikipedia.org/wiki/American_Kenpo

    Disrupting Sales Training | Emily Mason

    Play Episode Listen Later Dec 13, 2022 29:13


    Emily Mason is a senior learning strategist specializing in sales training at ResMed. ResMed is a pioneer of solutions that treat and keep people out of the hospital, empowering them to live healthier, higher-quality lives. Its cloud-connected medical devices transform care for people with sleep apnea, COPD and other chronic diseases. Emily has over 10 years of experience in medtech and pharmaceutical sales and sales training. Prior to joining ResMed, she held positions as a sales trainer at LEO pharma and sales roles at Pfizer and King pharmaceuticals. According to StrengthsFinder, her number one strength is “Futuristic”. Emily holds a bachelor's degree in English from Northern Kentucky University.   Show Notes https://www.linkedin.com/in/emily-mason-36534726/ https://www.resmed.com/en-us/ https://www.gallup.com/cliftonstrengths/en/254033/strengthsfinder.aspx

    Selling With Greater Purpose | Bill Harmon

    Play Episode Listen Later Nov 8, 2022


    William Harmon is chief client officer for Voya Financial. In his role, Harmon leads the health and wealth sales, distribution and relationship management teams at Voya. He and his team support Voya's efforts to deliver holistic solutions that help employers and their employees address their health and wealth needs and achieve greater financial wellness. He also serves on Voya's Enterprise Leadership Team.  Prior to this role, Harmon oversaw all aspects of Voya's Corporate Markets business, which includes 401(k) and non-qualified plans. Harmon was responsible for sales, relationship management, strategy and profitable growth for all segments of the market. Prior to joining Voya in 2017, Harmon served as senior vice president, Core Markets, for Empower Retirement. Outside of the workplace, Harmon has been very active with nonprofits that serve the special needs community, which is consistent with Voya's own commitment to serve this community through its Voya Cares effort.  This includes Adam's Camp, a group of nonprofit organizations providing a variety of therapeutic programs for children with special needs and their families, the Special Olympics, Rocky Mountain Down Syndrome Association, and the Arc of The Farmington Valley (Favarh). Harmon holds a bachelor's degree in Marketing from Loyola Marymount University in Los Angeles.   Show Notes https://www.linkedin.com/in/bill-harmon/ https://www.voya.com/ https://podcasts.apple.com/us/podcast/the-hire-thru-retire-podcast/id1559794591 https://adamscamp.org/ https://www.specialolympics.org/ https://www.rmdsa.org/ https://favarh.org/

    Driving Sales Effectiveness | Ken and Nick Valla

    Play Episode Listen Later Oct 18, 2022


    Ken and Nick Valla are co-founders of The Valla Group, a sales effectiveness firm recognized as a modern sales training company. The Valla Group uses researched-based, proprietary content and an innovative, scalable approach to learning. Its customers include Amazon, Citrix, Autodesk, BASF, Avaya, Dekra, Siemens, Anthem, Crowe, and Verizon. Ken Valla is president of The Valla Group. With 30 years of experience in sales, sales management, and sales strategy consulting, Ken specializes in B2B selling to help companies transform and maximize the results of their sales organization. Ken has sold and implemented over $80M in sales effectiveness solutions and worked with over fifty Fortune 500 companies. Ken's projects have helped these customers to measurably improve sales performance resulting in millions of dollars of return on investment. Nick is vice president of strategic sales at The Valla Group. With over 10 years of experience in sales, Nick has been a high performing producer at every organization he has worked for. Prior to starting The Valla Group, Nick sold for Citrix Systems, Wilson Learning, and Allego, where he helped grow the company's mid- market presence from startup to sales enablement leader.   Show Notes https://thevallagroup.com/ https://www.linkedin.com/in/ken-valla-0b72b73/ https://www.linkedin.com/in/nick-valla-72592828/ https://www.gartner.com/smarterwithgartner/b2b-sellers-need-sense-making-sales-strategy

    Coaching Advisor Growth | Cheri Lytle

    Play Episode Listen Later Sep 20, 2022


    Cheri Lytle is Managing Director, Head of Chase Wealth Management Advice and Strategy at JPMorgan Chase Bank, N.A. Cheri has an extensive track record of developing leaders and advisors, implementing organizational change, and managing merger and acquisition integrations. Cheri's organization provides market insights, investment expertise, practice management, and tools to enable financial advisors to help clients achieve their financial goals.  Born a coal miner's daughter in West Virginia, Cheri graduated from West Virginia University with a Bachelor's Degree in Organizational Psychology and a Master's degree in Business Human Resources & Labor Relations. Cheri began her career at General Electric Aircraft Engines, leading global systems initiatives across ten countries. She then held various leadership positions at Bank of America within bank branch operations, credit card, and small business.  Prior to joining JP Morgan Chase, Cheri was head of advisor strategy and development at Merrill Lynch Wealth Management, where she led the advisor development program for 3,500 advisor trainees and implemented practice management strategies for 15,000 financial advisors. Previously she led human resources and leadership development for Merrill Lynch.   Show Notes https://www.linkedin.com/in/cheri-lytle-9503a0147/ https://www.linkedin.com/company/jpmorganchase/ https://www.jpmorganchase.com/ https://www.wvu.edu/  

    Activating Sales Strategy | Lori Richardson

    Play Episode Listen Later Sep 13, 2022 31:25


    Sales influencer, keynote speaker, strategist, and author Lori Richardson runs the sales strategy firm Score More Sales, which helps company leaders in SaaS, tech, telecom, manufacturing, distribution, financial services and professional services solve sales issues and grow revenue. Lori founded Score More Sales in 2002 to help companies grow revenues through strategic sales efforts, using lessons learned from 20 years in B2B sales and leadership roles. Lori is the author of “She Sells,” written to help company executives and sales leaders find, recruit, retain, and promote more women into sales and leadership roles. She hosts the award-winning podcast, “Conversations with Women in Sales,” and is an expert worldwide on creating inclusive sales teams. Lori also is President of Women Sales Pros and the creator of the She Sells Summit.   Show Notes https://www.scoremoresales.com/ https://twitter.com/scoremoresales https://www.linkedin.com/in/scoremoresales/ https://womensalespros.com/ https://womensalespros.com/podcast/ https://www.linkedin.com/company/sales-secret-book/

    Driving Diversity & Fueling Growth | Ryan Thompson

    Play Episode Listen Later Aug 9, 2022 33:54


    Ryan Thompson, Senior Director, Global Sales Training at Medtronic, has twenty-two years of experience in the pharmaceutical and medical device industries. He is a seasoned executive and people leader of international teams and large-scale change initiatives. Currently, Ryan leads the Surgical Innovations global learning innovations team that is focused on identifying, piloting, and implementing the latest technologies used in the learning and development space. Ryan is a proud member of the Citizen Potawatomi Nation and in 2019 founded the Medtronic American Indian Employee Resource Group driving inclusion and diversity across the organization. Ryan is a co-founder of the VTA: Ventilator Training Alliance, which created a transformational ventilator training solution during the pandemic. The VTA app provides a free multi-vendor library of training and product materials for medical professionals. As a result of this work, he received a 2020 Global IT Award, 2020 International Stevie Award, and the 2021 Medtronic Star of Excellence Award. Ryan received his B.S. in Science Business from the University of Notre Dame.   Show Notes: https://www.linkedin.com/in/ryan-thompson-a24b2a93/ https://www.medtronic.com/ https://www.potawatomi.org/ https://www.medtronic.com/covidien/en-us/ventilator-training-alliance.html https://www.allego.com/ventilator-training-alliance/

    Winning Sales With Video | Todd Hartley

    Play Episode Listen Later Jul 12, 2022 42:46


    Todd Hartley is the rockstar of remote selling, video marketing, and sales optimization. He's one of Tony Robbins' Business Mastery faculty speakers and delivers high-octane keynotes all over the world.  His track record of being years ahead of his industry is why billion-dollar companies, celebrities, and world leaders hire him to develop their sales and marketing strategies. Some of his clients include 23andMe, Justin Timberlake, MD Anderson, The Home Depot, and an American President.  Todd's tactics earned his ROI-focused video, marketing, and sales optimization agency, WireBuzz, a spot on Inc 5000's list as one of the fastest-growing privately held businesses in America in 2020. Growing up, Todd struggled with dyslexia and attention disorders. Today, Todd is a proud alumnus of the University of Arizona, an advisor to the Chairman of the President's Cancer Panel, and a board member for the American Society of Breast Surgeons. He is also a member of the SALT Center advisory board — University of Arizona's academic support program for students with learning disabilities and attention disorders.  From 2003 to 2007, Todd led digital marketing campaigns for ClearChannel & iHeart Radio. Todd's early prioritization of video as a business tool catapulted his career as a digital marketer, agency owner, and keynote speaker.   Show Notes: https://toddhartley.com/ https://www.linkedin.com/in/videotodd/ https://www.wirebuzz.com/ https://www.youtube.com/c/Wirebuzz/featured https://mobile.twitter.com/thetoddhartley

    Building Customer Relationships | Jon Ferrara

    Play Episode Listen Later Jun 21, 2022 28:06


    Jon Ferrara is a serial entrepreneur, CRM pioneer, speaker, and leader in the relationship economy, which is the foundation of social selling and modern-day sales. He's been recognized by Forbes as one of the Top 10 Social CEOs, one of the Top 10 Social Salespeople in the World, and one of the Top 100 Marketing Influencers. Ferrara is the founder and CEO of Nimble, an award-winning social sales and marketing CRM for individuals and teams. He launched Nimble to help people nurture their personal and business relationships across email and social networks such as Twitter, Facebook, and LinkedIn. Nimble is ranked #1 in Overall Satisfaction by G2 Crowd. He's best known as the co-founder of GoldMine Software Corp, one of the first Customer Relationship Management (CRM) platforms for Small to Medium sized Businesses (SMBs). In 1999, Goldmine was acquired by FrontRange. Ferrara is an advisor to multiple start-ups and established companies. He also donates time to local business colleges and entrepreneurial programs including the Entrepreneurial Program at USC Marshall School of Business.   Show Notes: https://www.linkedin.com/in/jonvferrara/ https://twitter.com/Jon_Ferrara https://www.nimble.com/ https://www.goldmine.com/

    Reinventing Sales Content | Mitchell Haber

    Play Episode Listen Later Jun 17, 2022 22:25


    Mitchell Haber, regional sales director at OneAmerica Financial Partners, is a top performer who has trained thousands of financial advisors. His leadership and guidance for the regional offices includes sales, marketing, and service. In this episode, Mitch shares how he pivoted during the pandemic to find creative approaches to serving customers and the advisor community, the importance of disrupting complacency, alternative ways to deliver content, and the value of strategic partnerships.   Show Notes: https://www.linkedin.com/in/mitchell-haber-21931a14/ https://www.oneamerica.com/ The views and opinions expressed in this material are solely those of the participants and do not necessarily reflect the views and opinions of any of the companies of OneAmerica. All information is believed to be from reliable sources; however, we make no representation as to its completeness or accuracy. About OneAmerica® A national provider of insurance and financial services for more than 140 years, the companies of OneAmerica help customers build and protect their financial futures. OneAmerica offers a variety of products and services to serve the financial needs of their policyholders and customers. These products include retirement plan products and recordkeeping services, individual life insurance, annuities, asset based long-term care solutions and employee benefit plan products. Other entities referenced are not affiliates of the companies of OneAmerica unless otherwise noted.

    Mastering the Omnichannel Sale | Jennifer Stanley

    Play Episode Listen Later Jun 7, 2022 33:08


    Jennifer Stanley is a partner at McKinsey & Company where she leads the Sales & Channel Management Practice for North America. She has over twenty years of experience specializing in go-to-market (GTM) transformations for B2B companies in a wide range of highly competitive industries, with particular emphasis on complex, omnichannel ecosystems. From the design of omnichannel strategy and architecture to the reorganization of the sales force, including digital sales, strategic key-account planning, and the development of capability-building programs, Jennifer brings a rich foundation of practical experience and insights from years of McKinsey research and client work.  Outside of Jennifer's client work, she has served in various volunteer alumni roles at the University of Tennessee, she's a frequent author on B2B sales topics, and speaker at industry forums. Prior to joining McKinsey, Jennifer held various sales and marketing positions in a travel-related organization while concurrently completing her higher education. She also taught sales management and organizational leadership at the university level.   Show Notes: https://www.linkedin.com/in/jenniferstanley/ https://www.mckinsey.com/ https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights

    Having a Bias for Action | Brian Shortsleeve

    Play Episode Listen Later May 23, 2022 32:13


    Brian Shortsleeve is co-founder and managing director of M33 Growth, a venture, and growth-stage investment management firm that seeks to rapidly scale and build industry-leading companies. He is passionate about helping founders and CEOs win in their markets. Prior to founding M33, Brian served as the chief administrator and acting general manager of the Massachusetts Bay Transportation Authority (MBTA). He was handpicked by Governor Charlie Baker in 2015 to develop a plan to put the MBTA on the path to long-term fiscal sustainability. During his tenure, Brian led efforts to reduce the operating deficit, leverage technology, and industry partnerships to modernize business processes and accelerate the pace of state-of-good-repair capital investment. Before the MBTA, Brian spent 14 years in strategy consulting and investing at Bain & Company, H.I.G. Capital, and most recently, General Catalyst, where he served as a managing director and led investments in software and technology-enabled services companies. Brian served on the boards of Axium Software (acquired by Deltek), CLEAResult (acquired by General Atlantic), Envoy Global, Oceans Healthcare, and OGSystems. Brian is a Massachusetts native, a graduate of Harvard College and Harvard Business School, and served as a Marine officer in Bosnia-Herzegovina and the Persian Gulf. He was named one of the 50 Most Influential People in Boston by Boston Business Journal and one of the 2016 Game Changers by The Boston Globe.   Show Notes: https://www.linkedin.com/in/brian-shortsleeve-1ba5a5a/ https://www.m33growth.com/ https://twitter.com/brianshortsleev https://pioneerinstitute.org/

    Finding Your Superpower | Tiffani Bova

    Play Episode Listen Later May 10, 2022 38:38


    Tiffani Bova is the global growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Tiffani has been named to the latest Thinkers50's list of the world's top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others. Tiffani also contributes to publications including Harvard Business Review, Forbes, Entrepreneur, Diginomica, Quora, Thrive, Rotman School of Management and Duke Dialogue Review. She is a change maker who's thought-provoking and forward-thinking insights have made her a frequent guest on a variety of industry-leading podcasts and live broadcasts. Tiffani was named one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2018, 2019 and 2020, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council.   Show Notes: https://www.tiffanibova.com/ https://www.linkedin.com/in/tiffanibova/ https://www.tiffanibova.com/whats-next-podcast/ https://www.tiffanibova.com/book/ https://www.salesforce.com/story-of-sales/

    Creating Hype | Michael F. Schein

    Play Episode Listen Later Apr 26, 2022 36:10


    Michael F. Schein is the founder and president of MicroFame Media, a marketing agency that specializes in making idea-based companies famous in their fields. Some of his clients have included eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, Ricoh, LinkedIn, and Citrix.  His writing has appeared in Fortune, Forbes, Inc., Psychology Today, and Huffington Post, and he is a speaker for international audiences spanning from the northeastern United States to the southeastern coast of China. His book The Hype Handbook: 12 Indispensable Success Secrets From the World's Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers was released by McGraw Hill in 2021.   Show Notes: https://michaelfschein.com/ https://www.linkedin.com/in/michaelfrancisschein/ https://microfamemedia.com/ The Hype Handbook: 12 Indispensable Success Secrets From the World's Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers

    Winning the Complex Sale | Dan Smaida

    Play Episode Listen Later Apr 5, 2022 31:53


    Dan Smaida has over 20 years delivering world-class sales training to clients from Fortune 100 to startups. He speaks all over the world on sales, relationships, and building sales training that works. Recognized as an innovator in the use of technology to train soft skills, Dan is sought out by Fortune 500 sales leaders seeking to improve the impact of sales development. Dan specializes in helping professional advising teams create, refine, and execute business development processes. He works with, and learns from, some of the world's best sales forces on how to win complex, long-cycle sales. Dan has worked with some of the top organizations in multiple industries all over the world, and has deep experience in financial services. Dan is founder of Boatman Learning Inc., which develops sales training, workshops, and keynotes on how to build better business relationships. He is Editor-in-Chief of the AdvisoryEDGE™ Digest, creator of the AdvisoryEDGE™ method, and author of “Love and Selling” His custom-tailored sales methodologies continue to thrive in dozens of companies around the world.   Show Notes: https://www.linkedin.com/in/dansmaida/ https://loveandselling.com/ https://advisoryedge.com/ https://boatmanlearning.com/ https://specializedsalessystems.com

    Awakening Possibility | Benjamin Zander

    Play Episode Listen Later Mar 22, 2022 39:52


    Throughout his career, Benjamin Zander has developed a human and transformative approach to making and teaching music. The orchestra is a group of highly trained individuals poised to coalesce into an effective whole. Passion, creativity, and the desire to contribute are basic human instincts. ​In this new model of leadership, the conductor sees his job as awakening possibilities in others. Zander has traveled the world lecturing to organizations on leadership. He has appeared as a keynote speaker at the World Economic Forum in Davos, where he was presented with the Crystal Award for “Outstanding Contributions in the Arts and International Relations.” His best-selling book, The Art of Possibility, co-authored with leading psychotherapist Rosamund Zander, has been translated into seventeen languages. Zander has established an international reputation as a guest conductor. He has conducted orchestras as diverse as the Israel Philharmonic, Bournemouth Symphony, the Scottish and Irish National Orchestras, the St. Petersburg Philharmonic, the Malaysian Symphony, the St. Louis Symphony Orchestra, the Toronto Symphony Orchestra, and the National Youth Orchestras of New Zealand, Australia and Venezuela.   Show Notes: https://www.benjaminzanderspeaker.com/ https://www.benjaminzanderspeaker.com/about.html

    Having a Sense of Purpose | Tim Welsh

    Play Episode Listen Later Mar 8, 2022 28:20


    Tim Welsh is Vice Chair, Consumer and Business Banking (CBB) at U.S. Bank, the fifth-largest bank in the country. The company has been recognized by Ethisphere as one of the World's Most Ethical companies for six consecutive years. Collectively the CBB group includes consumer products, branches, small businesses, mortgages, auto, and many elements of digital. CBB accounts for nearly half of U.S. Bank's loans and deposits. Tim works with colleagues to achieve their collective purpose, which is to power the potential of consumers and businesses. Previously, he was a senior partner at McKinsey & Company, based in Minneapolis. In his nearly 27 years at McKinsey, he served clients throughout the financial services and consumer industries including some of the nation's leading insurers, banks, investment firms, consumer packaged goods, retailers, and health care companies.  Tim also cares passionately about helping the Minneapolis-St. Paul community thrive. He is one of the founders of the Itasca Project, which was covered in the NY Times, McKinsey Quarterly and Tom Friedman's book "Thank You for Being Late." He serves on the boards of many non-profit organizations in the community and nationally.    Show Notes: https://www.linkedin.com/in/tim-a-welsh/ https://www.usbank.com/index.html https://upsidefoods.com/ https://itascaproject.org/ https://www.mckinsey.com/quarterly/the-magazine https://www.mckinsey.com/business-functions/people-and-organizational-performance/our-insights/an-environment-where-everybody-can-thrive-a-conversation-with-us-banks-tim-welsh

    Becoming Your Best Self | Rob Salafia

    Play Episode Listen Later Mar 1, 2022 28:33


    Rob Salafia, CEO and Founder of Protagonist Consulting Group, is an executive coach, keynote speaker, author, and program facilitator. Rob is an authority on executive presence and transformative learning experiences. He is a lecturer at MIT Sloan School of Management, an MIT Leadership Center master executive coach, and the author of Leading from Your Best Self: Develop Your Executive Poise, Presence and Influence to Maximize Your Potential. For the first half of his career, Rob was a performing artist, traveling the globe, delivering his unique, one-person variety show. He is an accomplished tap dancer, rope and wire walker and storyteller. He now takes his finely honed stage and audience connection skills to business leaders to help them enhance their presence, connect authentically with others, and create momentum behind their ideas.   https://www.linkedin.com/in/robsalafia/ https://protagonistconsulting.com/ https://protagonistconsulting.com/book/ https://mitsloan.mit.edu/centers-initiatives/mit-leadership-center/about https://executive-education.mit.edu/executive-programs/

    Adopting a Performance Mindset | Gerhard Gschwandtner

    Play Episode Listen Later Feb 8, 2022 35:07


    Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate technologies into their organizations to improve sales effectiveness and create greater customer value. Over the course of four decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Bill Marriott, Michael Dell, Marc Cuban, George Foreman, Arnold Schwarzenegger, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied hundreds of peak performers and worked with world-leading coaches and psychologists to create the Peak Performance Mindset training program. He is the author of seventeen books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.    Show Notes: https://www.linkedin.com/in/gerhard20/ https://www.sellingpower.com/ https://www.youtube.com/user/gerhardpsp https://twitter.com/gerhard20 https://www.linkedin.com/company/sales-30-conference/ https://www.linkedin.com/company/selling-power/ https://www.sales30conf.com/ https://www.MindsetScience.com

    Bringing Value to Buyers and Sellers | Terry Coutsolioutsos

    Play Episode Listen Later Jan 25, 2022 30:43


    Terry Coutsolioutsos leads the marketing, sales operations, and communications function at Siemens Healthineers North America, a $5B North American enterprise. He has 25 years of medical device experience across multiple market segments. At Siemens, Koutsolioutsos launched a centralized service organization of 125 employees that supports 1,500 business development professionals.  This cross-functional team is chartered with positioning and marketing the company, demonstrating Siemens Healthineers' value to key customer segments, and supporting a harmonized approach to sales operations excellence. Previously at Abbott Vascular, Coutsolioutsos held a long and successful career in sales, marketing, and corporate account positions of increasing responsibility. Most recently, Coutsolioutsos served as vice president, enterprise solutions, heading up national accounts, enterprise solutions, medical education and sales training, and strategic operations teams.   Show Notes: https://www.linkedin.com/in/terry-coutsolioutsos/ https://www.siemens-healthineers.com/ https://events.siemens-healthineers.com/shape22

    Mastering the Art and Science of Sales Enablement | Marc McNamara

    Play Episode Listen Later Jan 11, 2022 30:01


    Marc McNamara is founder & chief enablement officer of The Enablement Group. He is an expert in workforce enablement strategy and execution. For more than thirty years, Marc has helped hundreds of organizations reduce their “sales knowledge gap” with his unique approach and facilitative style. Marc specializes in helping B2B organizations blend art and science to appropriately design content experiences and processes that improve engagement and increase productivity.  Before founding The Enablement Group, Marc was the leader of Brainshark's sales enablement practice, where he oversaw a solutions team serving its worldwide customer base. Prior to that, Marc spent twelve years as principal and co-founder of Avitage where, through partnership with Massachusetts-based Sales Research Institute, he designed and delivered electronic sales enablement programs to dozens of Fortune 500 companies. Marc holds a BA in Communications from Boston College and an MBA from the Whittemore School of Business and Economics.   Show Notes: https://enabletheteam.com/ https://www.linkedin.com/in/marcmcnamara/ https://calendly.com/mmcnamara-3 mmcnamara@enabletheteam.com Twitter: mcnamara_marc https://avitage.com/ https://www.amazon.com/Electronic-Performance-Support-System-Gloria/dp/0961796812 ​​https://en.wikipedia.org/wiki/Electronic_performance_support_systems

    Fostering Client Relationships with Video | Kent Fitzpatrick

    Play Episode Listen Later Dec 21, 2021 23:05


    Kent A. Fitzpatrick is the founder and managing director of Asset Strategy, a financial and wealth management consulting firm with offices in Boston, Washington D.C., and Pittsburgh. With over thirty years of experience, Kent is an Accredited Investment Fiduciary Analyst® from the Center for Fiduciary Studies, a Global Financial Steward® and a Certified Behavioral Finance Analyst.  Asset Strategy is an assemblage of entities and professionals providing financial planning, estate planning, investment management, fiduciary, insurance, and real estate consulting. Their motto is “Helping you Create, Manage, Protect & Distribute Wealth.”    Show Notes: https://www.assetstrategy.com/kentfitzpatrick https://www.linkedin.com/in/kent-fitzpatrick00001/ https://www.assetstrategy.com/

    Facing the Future of B2B Sales | Mary Shea

    Play Episode Listen Later Dec 7, 2021 26:38


    As Outreach's first-ever Global Innovation Evangelist, Mary is responsible for thought-provoking research on the future of B2B buying and selling and for helping the market understand the increasingly important role new technologies play in enabling better experiences for both buyers and sellers.  Prior to joining Outreach, Mary was a principal analyst at Forrester, an adjunct professor of marketing at the University of Chicago's Booth School of Business, and chief revenue officer at various global technology companies. A renowned keynote speaker, author, and thought leader, Mary is regularly featured in various academic and commercial publications including The Journal of Selling, Forbes, Business Insider, The Telegraph, and more.    A champion for diversity, equity, and inclusion Mary was a Charter Member of Forrester's Diversity and Inclusion Council and currently serves as the executive sponsor for Outreach's Rainbow Employee Resource Group.   Show Notes:   https://www.linkedin.com/in/maryshea/ mary.shea@outreach.io Twitter: @sheaoutr  https://www.outreach.io/lp/the-revenue-innovators-podcast https://www.outreach.io/ It's Time to Move Past Lean-In: Breaking Institutional Barriers to Empower Female Sales Leaders https://necmusic.edu/  

    Becoming an Elite Performer | Don Barden

    Play Episode Listen Later Nov 23, 2021 33:12


    As an author, speaker, advisor and corporate executive, Don Barden's counsel is highly sought after by some of the world's most successful businesses. Don is a classically trained economist but prefers the term “frustrated anthropologist.” He spent 25 years working for Wall Street-based firms as a top performing producer in the field of institutional finance. As a corporate executive and advisor, he averaged over $1 billion in sales per year. During his doctoral studies, he realized there was a common thread among the world's elite leaders that made them special. His findings led to the book, The Perfect Plan, published in 39 countries. Don is currently the CEO of one of the world's leading biosciences firms, but remains committed to helping people grow their business, serve their customers, and give back to the world.   Show Notes: https://www.linkedin.com/in/donwbarden/ https://speakerhub.com/sites/default/files/Speaker-Packet_Don-Barden.pdf https://www.amazon.com/Perfect-Plan-Reveals-Marketing-Professionals/dp/0692657797https://gaxtracts.com www.perfectplantoday.com https://ymcaatlanta.org/

    Building a Business For Life | Kate Holmes

    Play Episode Listen Later Nov 9, 2021 28:29


    No matter how well you plan ahead…life happens. Can your financial management keep up? In this episode, Kate Holmes, Founder and CEO of Innovating Advice, shares why financial planning should adapt to life—not the other way around. Why financial plans need to keep up with life — and why that takes a holistic approach How Kate built a financial planning business that adapts to her life The power of video for business communication Show Notes: https://www.linkedin.com/in/kateaholmes/ https://www.innovatingadvice.com/ https://www.linkedin.com/company/iacommunity/  https://www.innovatingadvice.com/masterclass

    Acing Communication in a Virtual World | Mark Bowden

    Play Episode Listen Later Oct 28, 2021 39:20


    Mark Bowden is the founder of communication training company TRUTHPLANE® whose clients include leading businesspeople, politicians, presidents of Fortune 500 companies, and prime ministers of G7 powers. With years of experience training people across the globe on how to use digital media most effectively for better communication, Mark is now a trainer for Zoom, equipping employees with best practices around virtual communication. Listen for insights from one of the world's foremost authorities on nonverbal communication.    Show Notes: https://www.linkedin.com/in/markbowden1 https://truthplane.com/ https://truthplane.com/home/people/mark-bowden/ https://www.youtube.com/watch?v=rk_SMBIW1mg https://www.marshallmcluhan.com/ https://web.mit.edu/allanmc/www/mcluhan.mediummessage.pdf

    Revving Up Revenue Growth | Daniel Perry

    Play Episode Listen Later Oct 12, 2021


    As Managing Director-Sales Excellence, Daniel Perry is a sales strategy and enablement consultant who helps Riverside Portfolio companies accelerate revenue growth. He approaches each organization with a combination of strategic, personalized sales consulting, custom training programs and modern learning to develop and activate big ideas into tangible results that produce revenue faster. His expertise crosses multiple industries with some of the world's most respected companies. Listen as he shares his experience in the fast-paced world of private equity.   Show Notes: https://www.linkedin.com/in/danielperryriverside/ https://www.linkedin.com/company/the-riverside-company/ https://www.riversidecompany.com https://www.riversidecompany.com/investment-portfolio/alsana/ https://www.alsana.com/  

    Capturing the Wisdom of Peak Performers | Jon LoDuca

    Play Episode Listen Later Sep 23, 2021 33:31


    Jon LoDuca is founder and president of The Wisdom Link, an intellectual capital development firm. He's provided strategic and tactical guidance, resources, and end-to-end solutions to over 400 leading businesses in 20 industries. He is also founder and managing partner of PlaybookBuilder, a knowledge management software and consulting services company. As a trusted advisor to several hundred of the top ½% income earning entrepreneurs from across the US, UK and Canada, Jon develops market strategy and tactical resources to harvest, package, and monetize the unique processes and best practices of leading companies. Listen as he describes how he helps peak performers and ultra-successful entrepreneurs identify and capture their secret sauce.   Show Notes: https://www.linkedin.com/in/jonloduca/ https://www.thewisdomlink.com/ https://www.thewisdomlink.com/jon-loduca https://www.linkedin.com/company/playbookbuilder/about/ https://teamplaybookbuilder.com/

    Creating Opportunities | David Fialkow

    Play Episode Listen Later Sep 3, 2021


    David Fialkow is co-founder and managing director of General Catalyst, a venture capital firm that partners with founders from seed to growth stage to build companies that withstand the test of time. He's also chairman of the Pan Mass Challenge, a Massachusetts-based bike-a-thon that raises more money for charity than any other single athletic fundraising event in the country. David is also producer of several documentaries, including the Oscar-winning Icarus. Listen as he describes how, when faced with unforeseen challenges, true leaders create opportunities.   Show Notes: David Fialkow LinkedIn: https://www.linkedin.com/in/david-fialkow-20085852/ General Catalyst Partners: https://www.generalcatalyst.com/ Pan Mass Challenge: https://www.pmc.org/ Icarus Official Trailer: https://youtu.be/qXoRdSTrR-4 The Vow Official Trailer: ​ https://youtu.be/PcL24s-S6ns Bending the Arc Official Trailer: https://youtu.be/OjJmWZrmpcE The Fourth Estate Official Trailer: https://youtu.be/Qxtfm-LIi7g  

    massachusetts icarus creating opportunities general catalyst pan mass challenge general catalyst partners
    Reinventing Sales Content | Mitchell Haber

    Play Episode Listen Later Aug 9, 2021 24:54


    Mitchell Haber, regional sales director at OneAmerica Financial Partners, is a top performer who has trained thousands of financial advisors. His leadership and guidance for the regional offices includes sales, marketing, and service. In this episode, Mitch shares how he pivoted during the pandemic to find creative approaches to serving customers and the advisor community, the importance of disrupting complacency, alternative ways to deliver content, and the value of strategic partnerships. Show Notes: https://www.linkedin.com/in/mitchell-haber-21931a14/ https://www.oneamerica.com/ 818-203-1335 (mobile) Mitchell.Haber@Oneamerica.com

    Episode 27: Sharing Joy | Michael Antonorsi

    Play Episode Listen Later Jul 23, 2021 31:22


    After leaving a successful tech career in Venezuela, Michael Antonorsi, Chief Joy Activator at Chuao Chocolatier, moved his family to Paris to study culinary arts, then on to San Diego. In 2002, Michael created Chuao (pronounced chew-wow). His vision was to share joy with the world through deliciously engaging chocolate experiences. Listen as Michael shares his insights on the importance of finding your passion, understanding your customers, and evolving a successful company.   Show Notes: chuaochocolatier.com https://www.linkedin.com/in/michael-antonorsi/

    Episode 26: Selling as a Service | Erica Feidner

    Play Episode Listen Later Jul 9, 2021 28:36


    Erica Feidner's extraordinary level of success and media attention was born of a unique childhood shaped by music and education. One of Inc.'s top 10 salespeople of all time, she grew up in a family of seven pianists in a home with 26 pianos. As a pianist and teacher, Erica honed her ability to speak the language of both a master musician and beginner. As a salesperson, she learned the distinct personalities of more than 400 pianos and realized her ability to pair the right piano with each customer. Listen as Erica shares her insights for compelling customer experiences and selling as a service.   Show Notes: https://pianomatchmaker.com/ erica@pianomatchmaker.com https://www.linkedin.com/in/ericafeidner/

    Listening to Lead | Mark Caner

    Play Episode Listen Later Jun 11, 2021 25:23


    With over 30 years of experience in financial services and a doctorate in strategic leadership, Mark Caner, president of W&S Financial Group Distributors, Inc., develops solutions for investment professionals to help their customers invest for, live in, and manage risk as they prepare for and enter retirement. Listen as Mark shares his insights for engaging Millennials in the workplace and how to listen to lead.

    Driving Revenue Growth | Mike Kunkle

    Play Episode Listen Later May 7, 2021 31:45


    Mike Kunkle is a recognized expert on sales training, sales effectiveness, and sales enablement. Over the past 25 years, companies have used his building blocks framework to dramatically impact win rates and quota attainment. Listen as he describes how he applies the lessons learned as a professional musician to the field of sales training, the importance of practicing your craft, and the need for critical thinking skills.

    Transforming Sales Strategy | Colleen Francis

    Play Episode Listen Later Apr 16, 2021 35:55


    LinkedIn's #1 sales influencer, keynote speaker, award-winning sales strategist, and bestselling author Colleen Francis built her career on helping sales teams identify concrete changes they can make in their process and personnel to see a lasting impact on results. Listen as she shares how sellers can stand out in a crowded marketplace, build long-term client relationships, and avoid the boom-bust cycle.

    Serving Our Communities | Rhomes Aur

    Play Episode Listen Later Mar 31, 2021 39:40


    Over his 40-year career, CEO Rhomes Aur has dedicated himself to building company cultures that attract the best people and inspire financial services advisors to achieve their goals and serve their communities. Listen as Aur describes his experience leading during the pandemic, the changing role of advisors, the importance of providing a great client experience, and the importance of looking forward.

    Empowering Financial Professionals | Harry Hoopis

    Play Episode Listen Later Mar 5, 2021 55:01


    The Hoopis Performance Network is an innovative sales training and leadership development resource for field leaders and advisors in financial services. Over his 40 year career, Founder and CEO Harry Hoopis built one of the largest and most successful financial services firms in the world. Listen as Hoopis shares his insights on selecting, developing, and managing talent.

    Driving Sales Performance | David Bauders

    Play Episode Listen Later Feb 19, 2021 36:03


    Successful sales organizations must adapt by showing flexibility and resilience in the face of today's new challenges. SPARXiQ Founder and CEO David Bauders shares how sales leaders can leverage analytics tools and training solutions to make better decisions about pricing, prevent lopsided negotiations, innovate to solve customer problems, and boost profitability by scoring a touchdown every deal instead of a field goal.

    Accelerating Career Velocity | Jesse Jackson

    Play Episode Listen Later Feb 5, 2021 35:17


    Known as “The Accidental CLO,” Jesse Jackson shares how his profession “chose him” after serving in the U.S. Navy. Listen as he shares his passion for helping individuals become the best version of themselves and enhance their career trajectories, how organizations can adapt in the age of acceleration, and why lifelong learning is the currency of the future.

    Believing in Yourself | Elyse Archer

    Play Episode Listen Later Jan 22, 2021 42:26


    Sales mentor Elyse Archer is the founder and CEO of She Sells, a coaching program and community for women in sales who are reaching new goals and revolutionizing the way sales is done. She shares how you can develop your own practice, honor your natural talent and style, increase your visibility, and gain a new feeling of peace and purpose. 

    Sales Training in a Virtual World | Frank Cespedes

    Play Episode Listen Later Jan 8, 2021 39:11


    B2B sales—and sales training—have been upended by the pandemic. Entrepreneur, Harvard Business School professor, and sales management authority Frank Cespedes shares how the buying process and sales training have changed, the pros and cons of a hybrid learning model, what sales leaders need to know about virtual selling, and the importance of just-in-time training.

    Bringing Remote Teams Together | Jeff Duckworth

    Play Episode Listen Later Dec 18, 2020 20:50


    One of the biggest challenges facing sales organizations is how to build community when teams are remote. Investment executive Jeff Duckworth shares his unique sales training process, strategies to pivot a live meeting to a virtual one, the power of video to keep people engaged, and the top three benefits of training in a remote environment.

    Building Next Gen Training Solutions | Jon Tota

    Play Episode Listen Later Dec 4, 2020 36:30


    Corporate training must be more agile to meet the demands of a new generation of employees. Technology is evolving to give learners choices and create a better workforce. Entrepreneur, producer, and podcast host Jon Tota discusses the pros and cons of user-generated content, insights for improving user adoption, just-in-time training, and how AI will drive the next generation of learning solutions.

    Defeating the Status Quo | Tim Riesterer

    Play Episode Listen Later Nov 20, 2020 43:55


    Chief Strategy Officer, Corporate Visions Tim Riesterer is a thought leader, speaker, and author with more than 20 years of experience in marketing and sales management. His field-based research into the human brain reveals why we make choices, the value of curiosity, and how sellers can break through a one-size-fits-all approach to find meaning, reinforce value, and defeat the status quo.

    Finding the Best New Hire | Jay Webb

    Play Episode Listen Later Nov 6, 2020 37:52


    Selling requires new skills in today's virtual environment. The right salesperson can help a company go to market quicker and reach new customers. Sales recruiter and podcaster Jay Webb shares how he evaluates sales talent during the interview process, what motivates growth-minded salespeople, and the importance of learning from your mistakes.

    Embracing an Agile Mindset | Dustin Megill

    Play Episode Listen Later Oct 23, 2020 28:18


    Smartphone apps have disrupted wealth management and retail banking. Even before the pandemic, getting in front of the customer was challenging. L&D specialist Dustin Megill shares tactics for making a personal impact and connecting with clients who don't come into the bank, the importance of centers of influence, and how he used technology to turn around his branch.

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