Dealing with Goliath: Psychological Edge for Business Leaders

Are you prepared for the day you exit your business? Many owners aren't, risking their hard-earned nest egg by waiting too long to plan their departure. In this eye-opening episode of the Dealing with Goliath Podcast, we dive into the critical yet often overlooked aspects of exit planning. Discover the optimal timeline for a smooth transition, common pitfalls to avoid, and actionable steps to ensure your business thrives even in your absence.Host Al McBride welcomes Julie Keyes, a certified Exit Planning Advisor and founder of Key Strategies, who shares her extensive experience and insights on maximizing exit and transition options for business owners. Whether you're contemplating selling soon or years down the line, this episode is a must-listen. Join us and take the first step towards securing your legacy.GUEST BIO:Julie Keyes is a Certified Exit Planning Advisor and the founder of KeyeStrategies, specialising in exit and transition consulting, leveraging her extensive entrepreneurial experience. Understanding the challenges of ownership, she aids business owners in maximizing their exit and transition options.Julie is deeply involved with the Exit Planning Institute, contributing as a faculty member, a Leadership Council member, and is a two-time recipient of EPI's “Thought Leader of the Year” award.She is a sought-after speaker, and in 2021, she released the 2nd Edition of “Poised for Exit,” a practical guide for private business owners on the business exit process, complemented by her weekly podcast available on major platforms, offering insights for business owners and advisors.She has also developed an online course, “Business Transition Readiness: An Owner's Guide to the Process”, focusing on educating business owners on Exit Planning. Julie enjoys spending quality time with her family, including her 8 children and 10 grandchildren.TOPICS EXPLORED:Privately held business owners face the challenge of not being prepared for exit, which can jeopardize their liquidity.10 years for family business transition, 2-3 years for non-family business sale.Business succession planning and key common mistakes to avoid.Emotional readiness is crucial for business owners transitioning out of their business.Entrepreneurs must be self-aware and courageous in their business journey, seeking proper advisors and upgrades as needed.Optimize businesses for sale with a focus on delegation and value growth.Owners should delegate tasks to make their business less dependent on them, increasing its value and appeal to potential buyers.Seeking professional advice in business can net significant financial gains, $10ks, $100,000s, even millions of dollars in the difference.RESOURCES:Websites: https://keyestrategies.com/https://www.poisedforexit.com/ and book linkOnline Course, “Business Transition Readiness: An Owner's Guide to the Process”Julie's Poised for Exit Podcast: https://keyestrategies.com/podcast/CONNECT WITH JULIE KEYES:https://www.linkedin.com/in/juliekeyes/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Struggling to make your mark in a sea of sameness? In this espresso shot episode of "Dealing with Goliath," host Al McBride converses with Donnie Bryant, a direct response copywriter and marketing consultant who's mastered the art of standing out. Donnie, whose strategies have powered over $120 million in sales, delves into the essence of leveraging the human attention algorithm to not just capture attention but to convert it into meaningful action. He emphasizes the critical mistake businesses make: focusing too much on themselves rather than on the unique value they bring to their customers' lives.Donnie's expertise in distinguishing your offering in a crowded market could be the game-changer your business needs.Don't let your message get lost in the noise. Tune in to discover how to showcase your unique value and truly connect with your audience. Listen now to "Dealing with Goliath" for your quick fix of profound business insights.GUEST BIO:Donnie Bryannt is a direct response copywriter and marketing consultant who helps his clients leverage the human attention algorithm, then convert that attention into action.His copy has generated over $120 million dollars in sales for his clients.Donnie believes Your marketing needs to showcase your unique value and communicate what that actually means in your customer's life in a compelling way. Otherwise you're wasting time, effort and money.Worse than that, you won't be able to accomplish the purpose your business exists to carry out.That's where Donnie can help.TOPICS EXPLORED:How his copy has generated over $120 million in sales.How to stand out from the crowd and differentiate yourself.Common mistakes people make when they are trying to improve their marketing results.The most compelling thing to do is focus on the pains, problems and fears.You have to be appealing in a way that is talking about those things that matter to your audience. "Ferrari has the opposite appeal". For many financial companies, they are really targeting men, even though 50% of the population are women with plenty of money.Take the time to think about how your audience makes a buying decision and align your messaging with that.Hack the human attention algorithm.How to get attention from the people you want to talk to.The number one insight on negotiating.Put everything in terms of understanding your core audience.When people feel understood, it is the start of trust and it buys goodwill. RESOURCES:Donnie's Website and Blog: https://donnie-bryant.com/Free Training: Hacking the Human Attention AlgorithmCONNECT WITH DONNIE: On LinkedIn: https://www.linkedin.com/in/donniebryantjr/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Are you tired of the constant pressure of short-term objectives overshadowing your core values? Marcus Cauchi delves deep into the pitfalls of traditional sales and marketing practices that result in poor conversion rates, wasted resources, and fleeting customer relationships. Discover the importance of understanding your customer's journey, the need for simplicity in technology, and the concept of the "anti-ICP." Marcus doesn't just identify the problems; he offers a new perspective on business development, focusing on genuine relationship-building and consistently delivering value.From broader economic challenges to the power of human-AI partnerships, this episode is packed with insights that challenge conventional thinking. Are you ready to pivot from a transactional mindset to one that prioritizes long-term value and relationships? GUEST BIO:Marcus Cauchi has 35 years of failure, scar tissue and bad decisions in sales, in management and in business, under his belt. He's served across over 500 market segments. He can be found running a series of (usually) non-fatal experiments, deliberately finding ways to do more with less, to remove unhelpful friction, to free up time for higher value activities. He asks challenging questions that make you reassess your status quo, that help you find a better path to your intended outcomes.He is co-author of Making Channel Sales Work. He's married with 3 daughters, is a Prolific LinkedIn content producer. He is founder of Sales: a Force for Good and The Red Thread EcosystemTOPICS EXPLORED: - Values vs. Short-Term Objectives: How to find balance in achieving your goals without selling out.- Stepping into Your Customer's Shoes: The power of understanding the customer's journey and why it's not about you.- Mistakes & Mindfulness:** The importance of slowing down, reflecting, and seeking external perspectives in sales.- Tech Troubles: Why simplicity in technology can be a game-changer for sales efficiency.- Identifying Task Value: Distinguishing between $10 tasks and $10,000 tasks for strategic focus.- Redefining the Ideal Customer: Going beyond the usual customer profile to understand the "anti-ICP".- The Broken Cycle of Traditional Marketing: How inefficient practices hurt sales and the push for a new customer-centric approach.- Building Trust in Sales: Why transactions aren't the be-all and end-all and the potential of joint ventures and affiliates.- Marcus's Economic Insights: The significance of systems thinking, global challenges, and the move towards a resilient, circular economy.- Deep Dives with AI: Marcus's collaborative program on harnessing AI for better conversations, questions, and understanding customer psychology. RESOURCES:Marcus Cauchi Resources: https://www.laughs-last.com/recommendations/On Soundcloud: Jobs to Be Done Podcast, JTBD, Mattress Interview Episode Jobs To Be Done Podcast Homepage: https://jobstobedone.org/topics/radio/The Inquisitor Podcast with Marcus Cauchi: https://www.laughs-last.com/theinquisitor/CONNECT WITH MARCUS CAUCHI: On LinkedIn: https://www.linkedin.com/in/marcuscauchi/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Sasha Garcia is on a mission to guide tech entrepreneurs in starting, scaling, and selling their businesses successfully. In this insightful episode, Sasha shares valuable strategies to overcome common challenges and achieve rapid business growth.Discover the power of decisive action in overcoming fear and propelling your business forward. Sasha emphasizes the role of responsibility as a catalyst for personal and professional development. Taking on more significant responsibilities can motivate you to actualize your vision and support your entrepreneurial goals.Struggling with confidence issues or procrastination? Sasha provides practical exercises to boost your self-assurance and address procrastination head-on. Regain control, eliminate self-doubt, and stay focused on your path to success.Entrepreneurship demands mental clarity and unwavering focus. Sasha highlights the transformative impact of meditation and self-coaching in achieving and preserving mental clarity, essential qualities for navigating the uncertain terrain of entrepreneurship.GUEST BIO:Sasha Garcia is a Founder of The CEO University. She has more than 12 years of entrepreneur experience in the tech industry, including in Board Advisor, and Mentoring roles, which lead her to found The CEO University, the 1st business school that's run by tech founders, where she helps entrepreneurs start, scale and sell their businesses.TOPICS EXPLORED:Discover the importance of taking decisive actions to overcome fear and drive rapid business growth.Learn how shouldering greater responsibilities can act as a powerful catalyst for personal and professional development.Explore practical exercises to boost self-assurance and effectively combat procrastination.Uncover the transformative benefits of meditation and self-coaching in maintaining mental clarity and focus.Gain insights into the common hurdles faced by entrepreneurs and effective strategies to surmount them.Understand why authenticity is key in choosing business endeavours that align with your passions and long-term vision.Explore the significance of data collection and analysis in refining business strategies and achieving entrepreneurial success.RESOURCES:Amazon UK Kindle Book: Byron Katie, Loving What Is: Four Questions That Can Change Your LifeAmazon US Kindle Book: Byron Katie, Loving What Is: Four Questions That Can Change Your LifeCONNECT WITH SASHA GARCIA: On LinkedIn: https://www.linkedin.com/in/sasha-garcia-theceo/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Join Lloyed Lobo, co-founder of boasts.ai and author of "From Grassroots to Greatness," as we uncover the essence of community over cutting-edge technology and we see how a company can triumph by focusing on its dedicated followers.We dissect the layers of audience, community, and movement, while examining how AI can strengthen, not sever, human ties.Gain insights on startup evolution and the CAMPER framework. Lloyed's personal tale emphasizes achievements beyond material gains. GUEST BIO:Lloyed Lobo, a Gulf War refugee, co-founded Boast.Al, achieving eight-figure revenue through a Community-Led Growth model. He also launched Traction, aiding over 100k innovators. His book, ‘From Grassroots To Greatness,' provides strategies on brand building and topped Amazon's startup charts. Featured in Fox Business and Techcrunch, he's a sought-after speaker at events like SaaStr.TOPICS EXPLORED:The enduring role of community in company longevity and impact.Harley Davidson's example of community-centric approach as a lifeline in the face of bankruptcy.The evolution of companies alongside technological shifts: from internet to AI.How community elevates a product beyond mere commodity status.The progression of iconic brands: Audience ➔ Community ➔ Movement ➔ Cult/Religion.Leveraging AI to enhance, not replace, human community-building.Human-to-human engagement's superior influence compared to brand-to-human interactions.Lloyed Lobo's personal experiences: Gulf War, summers in Mumbai slums, and the significance of community.The challenges and triumphs of nurturing the startup ecosystem: from modest meetups to impactful media engagements.The CAMPER Framework's essence in fostering happy, engaged communities.RESOURCES:On Amazon.com Kindle: From Grassroots to Greatness by Lloyed LoboOn Amazon.co.uk Kindle: From Grassroots to Greatness by Lloyed LoboLloyed's Webiste: https://www.lloyedlobo.com/For the Book: https://fromgrassrootstogreatness.com/Boast.AI: https://boast.ai/Traction: "is a global community of more than 100k entrepreneurs and innovators. We bring leaders behind the fastest-growing companies to share business advice via webinars, podcasts, meetups, retreats, and conferences".

Ready to transform your Instagram presence from mediocre to magnetic? In this electrifying episode, join host Al McBride as he sits down with Jake Adam Davey, the UK's leading Instagram marketing guru, and global educator. Discover the secrets behind Instagram's explosive power, proven to generate over $14 million in sales for Jake's clients.

Stuck in a career income rut? Tired of being overwhelmed by your schedule? This episode explores how to break free by converting your expertise into an online education business. We talk to John Meese, an authority on helping professionals scale their income. John advises against typical mistakes like overselling low-value products and highlights the importance of selling outcomes, not time. Listen in for strategies that apply to anyone from finance execs to therapists who've reached an income plateau. You'll also get tips on creating impactful offers and recognizing the value you bring to clients.GUEST BIO:John Meese helps experts turn their wisdom into wealth by building a thriving online education business! He is the author of the award-winning bestseller Survive and Thrive: How to Build a Profitable Business in Any Economy (Including This One) as well as Always Be Teaching, and he writes the Sell Your Smarts newsletter at JohnMeese.com.John love helping smart professionals create a profitable product strategy based on their knowledge and expertise. I teach a Gateway, Membership, and Flagship product strategy that together creates a Seven Figure School.TOPICS EXPLORED:The limit to how much they can earn by selling their time.Shift focus from linear growth tied to time, towards exponential growth that isn't.Raising rates or creating low-cost gateway products like ebooks can seem logical but often lead to a work and income ceiling.Start with high-value "flagship" products, like group coaching programs, that require fewer sales to generate significant revenue.Transitioning from selling a service to selling a product often involves selling a promise or transformation instead of hours worked.Reframe what you're selling from an hourly basis to a solution-based promiseAvoiding acting like a 'bank'  as it ties up your time and resources Genuinely believe in the transformation your product can bringWhat is the 'tragedy' you're trying to prevent by offering your serviceRESOURCES:John's Website: https://sellyoursmartsonline.com/Amazon Kindle Book: Survive and Thrive: How to Build a Profitable Business in Any Economy, by John Meese Amazon Kindle Book: Always Be Teaching: 50 Illustrated Insights on How to Grow Your Business by Creating Content Online, by John Meese CONNECT WITH JOHN: On LinkedIn: https://www.linkedin.com/in/john-meeseIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Are you tired of the chaos in your sales strategy? Do you find yourself struggling to scale your business? Today's guest is a true sales powerhouse: Scott Leese. With a remarkable track record of six times sales leader, four times founder, and three-time author, Scott is your go-to consultant for transforming chaos into streamlined success. His consultancy, founded in 2016, focuses on scaling companies from zero to $25 million in annual recurring revenue.Scott guides founders and leaders in crafting scalable, efficient, and profitable sales organizations. His philosophy? He's not here to do everything for you. He's here to empower you with the skills and knowledge to become self-sufficient and avoid the need for external help in the long run.In this episode, Scott shares invaluable insights about identifying your ideal client, avoiding common mistakes in sales, and crafting an executive partnership that drives success. He emphasizes the power of clarity in your ideal customer profile and the significance of asking the right questions to build rapport and trust. Scott's approach goes beyond conventional consultancy; it's about fostering true collaboration and learning.GUEST BIO:Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m Annual Recurring Revenue. He works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training, and more. He teaches founders and leaders how to build scalable and successful sales organisations.Scott has spent the better part of the last decade building communities that provide people with a safe space to learn, grow, and develop their skills.He's authored two Amazon #1 best-selling books: "Addicted to the Process", and "More Than a Number" and has co-authored "From Rep to Manager" [2021] with Ryan Walker.“If you want somebody to do everything for you — I'm not your guy. If you want someone to teach you how to fish so you can do this yourself and never have to hire somebody like me again: I'm your guy".TOPICS EXPLORED:Scott Leese shares insights to scale businesses from zero to $25M in annual recurring revenue.Scott's approach to Executive Partnerships, where knowledge-sharing trumps one-sided solutions.Uncover the power of a focused ideal client profile for efficient sales and accelerated growth.The art of asking the right, impactful questions to build rapport and trust, fostering successful negotiations.Sales without overt selling, prioritizing rapport and deep understanding.Scott's unique Surf and Sales Summit—a blend of micro sales conference and surfing adventure.Elevate your business by prioritizing business retention and nurturing long-term relationships.Scott uncovers hidden gems within organizations, ready to be leveraged for maximum impact.RESOURCES:Visit Scott's consulting hub: https://scottleeseconsulting.com

Lisa Larter is a Business Strategist, Digital Marketing Expert, Author, Speaker and Podcast Host.Her businesses, Lisa Larter Consulting and its U.S. subsidiary company Go Daxxi, help their clients to formulate marketing strategies that support their business goals and objectives for increasing their visibility, leads and sales customer acquisition.Lisa provides strategy and advisory services as well as a full suite of implementation services that include social media and content management, book marketing campaigns, podcast management, and website design.Lisa recently released her newest book, Masterful Marketing, co-authored with Alan Weiss to help business owners dominate their markets with a value-based approach.TOPICS EXPLORED:Many experts struggle with modern marketing modalities and don't know how to benefit from digital marketing.Start-ups often underprioritize marketing, lacking an overarching business strategy.Many experts undercharge for their services due to a lack of confidence in their own worth and expertise.Business representation is crucial: Like expecting high-end experience in a Michelin restaurant, an expert should showcase themselves as valuable.Identify your ideal buyer and connect the value you provide to them.Join Lisa's business book club "thought readers"Access the "pilot project" on her website for insights into business understanding.The importance of business retention and building long-term relationships over the constant acquisition of new clients.A genuine care for clients and proactive engagement can negate the need for hard selling and tough negotiations.Selling without overt selling: focus on rapport-building and understanding the needs of existing clients can strengthen business relationships.RESOURCES:https://lisalarter.comAmazon Kindle Book: Masterful Marketing: How to Dominate Your Market With a Value-Based Approach by Alan Weiss and Lisa LarterBook: Pilot to Profit by Lisa LarterLisa Larter's Thought Readers Community: https://thoughtreaders.com/Lisa Larter's Podcast SheTalksBusiness: https://lisalarter.com/shetalksbusiness/Lisa Larter's Blog: https://lisalarter.com/blog/CONNECT WITH LISA LARTER: On LinkedIn: https://www.linkedin.com/in/lisalarter/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Jane Tabachnick is an award winning book publishing and publicity consultant. She works with savvy entrepreneurs and enlightened professionals to help them become published authors, and leverage their books to create greater visibility and buzz.Her book publishing and PR firm Simply Good Press helps experts go from idea to published book, and runs their book promotion campaigns. They also mentor authors on book writing, publishing and promotion. She has helped over 200 authors reach bestseller status.Named one of the top 100 people online by Fast Company, Jane has been featured or quoted in, Clickz, Crain's, ABC, CBS, The NY Enterprise Report, The Star Ledger, Environmental Leader, CNN, Houston Magazine, Spa Magazine, Women's Wear Daily and many other media outlets.Jane is an adjunct professor at the Fashion Institute in NYC, where she teaches Sustainable Design Entrepreneurship.TOPICS EXPLORED:How to stand out above noise, establish rapport and build trust with prospectsThird-party credibility and endorsements hold more weight than self-promotionHow to demonstrate trustworthiness and expertiseBeing an author instantly elevates perception and credibilityHaving a book, even if unread, places you above others in terms of credibilityThe dangers of overextending on too many platforms,The mistake of self-centred focus instead of customer-centric approachMaking the customer the hero of the story, solving their problems.Structured book creation provides clarity, unique methodology and a clear point of differentiationValuable free resource: "The Self-Publishing Blueprint" podcast series - concise, insightful and sparks ideas.Borrow other people's audiences through guest podcasting, article writing, etc. to gain visibility and credibility.How to enjoy ready-made audience, vetted credibility, free visibilityRESOURCES:Jane Tabachnick's Self Publishing Blueprint Podcast: https://theselfpublishingblueprint.com/Jane's Tabachnick's Website: https://janetabachnick.com/ CONNECT WITH JANE TABACHNICK: On LinkedIn: https://www.linkedin.com/in/janetabachnick/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

As a small business expert, Barry Moltz gets owners growing again by unlocking their long forgotten potential. For more than 20 years he has founded and run small businesses with a great deal of success and failure .In that time Barry has discovered the formula to get stuck business owners unstuck and marching forward by applying simple, strategic steps to facilitate change.He founded an angel investor group, an angel fund, and is a former advisory member of the board of the Angel Capital Education Foundation.He's appeared on many TV and radio programs and for 12 yrs has hosted the Small Business Radio Show...Barry has authored many books, his 7th book, “ChangeMasters: How to Actually Make the Changes You Already Know You Need to Make” is out now.TOPICS EXPLORED:The problem with running organizations as a hub and spoke systemHow to avoid bottlenecking decision-making, and inconsistency in sales and marketing efforts.The importance of delegating decisions and responsibilities to others to grow beyond being just an owner-operator.The challenge of making changes in business and how to overcome the resistance to change.Delegate just one decision or responsibilityThe importance of working on the business, not just in the business, to achieve business growth and fulfil ambitions.The power of being willing to walk away from a deal and avoiding desperation in negotiations.The benefits of using a third party in mergers and acquisitions advisory work to create competitive situations and bring objectivity to negotiationsRESOURCES:Barry's Website: https://barrymoltz.com/Amazon Kindle Book: ChangeMasters: How To Actually Make the Changes You Already Know You Need To Make, by Barry MoltzAmazon Book:  How To Get Unstuck: 25 Ways to Get Your Business Growing Again, by Barry MoltzAmazon Book:  Small Business Hacks: 100 Shortcuts to Success, by Barry MoltzCONNECT WITH BARRY MOLTZ: On LinkedIn: https://www.linkedin.com/in/barrymoltz/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

SHOW NOTES: Tracy Goodwin has spent the last 30+ years as an internationally known voice command coach and the voice behind numerous captivating voices. She teaches celebrities, professionals, entrepreneurs, and even supreme court justices how to unleash their greatest asset, their voice.Tracy is the owner of Captivate the Room and creator of the Psychology of the Voice™ and Voice Experience methodologies. She holds a B.F.A. and M.A. degrees and has done extensive research in the area of voice and how it is processed in the subconscious of the listener.TOPICS EXPLORED:Don't underestimate the power of the voice and neglect to consider how it shapes perception and receptionFocus on being present and the authentic in conversations, avoiding overthinking the outcomeEstablish "know, like, and trust" factors through melody and tone to connect with othersLearn the Psychology of the Voice and why it mattersThe importance of leading with authenticity in building rapport and connectionThe power of the mind's eye: Creating authentic conversations by imagining talking to trusted friendsAuthenticity on video: Avoiding the pitfalls and being true to oneselfRESOURCES:Tracy Goodwin's Website: https://www.captivatetheroom.comFree Audio: 3 Ways to build Instant know, like and trust with your voiceTracy's Captivate the Room PodcastCONNECT WITH TRACY GOODWIN:On LinkedIn: https://www.linkedin.com/in/tracyagoodwin/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Adam Bude is an international published author, sales expert, and course creator, who helps growth mindset and purpose driven business owners to scale their business by increasing their sales, profits and systems creating more time to work on their business instead of in it, so they have a saleable asset of real value.Adam combines nearly 30 years of commission-based selling, sales management, sales training and business ownership across multiple industries, sectors, and markets.Through his Connect, Communicate and Convert strategy, Adam is changing the way business and sales is done, moving away from the Industrial age of “Transactional selling”, to the new age of “relationship selling”.Topics Covered:The struggle to convert enough sales from their sales pitches or presentationsThe dangers of prioritising new client acquisition over client retention and referral business and how crucial that is during challenging economic timesThe shift from transactional selling to relationship selling: emphasise the importance of authentic connection and effective communication with customers or clientsThe significance of understanding the buyer's journey and nurturing leads, rather than solely focusing on closing salesSpend time working on your mindset and changing perspectives from self-serving selling to serving the clientBy adopting a relationship-focused approach, businesses can improve their conversion rates and tap into the potential of existing clients and referralsAdopt a human-centric approach to business and reject the idea of relying solely on AI or transactional marketing methodsRESOURCES:30 minute complimentary sales strategy session here: https://calendly.com/adam-bude/sales-strategy-callAdam's training site: https://theauthenticsalestrainingacademy.com/CONNECT WITH ADAM BUDE: On LinkedIn: https://www.linkedin.com/in/adambude/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

SHOW NOTES:Jason Skeesick is a US Army veteran, coach, entrepreneur, and community builder. He is a father, husband, fighter, and carrier of heavy things. He has built several businesses, each with strong teams and tribal communities. His company Spear and Clover helps entrepreneurs who have gotten as far as they can by themselves. They have put in hard work, overcome obstacles, and learned to wear all of the “hats”, yet still somehow can't seem to take it to the next level. He helps them to create the foundations and frameworks in their businesses that will allow them to become a Dynasty Organization capable of producing industry-leading results year-after-year without reliance on certain managers, role players, or tactics. He leads The Spear and Clover Mastermind, a large group of like minded entrepreneurs united in helping each other and challenging each other to grow in order to make an impact on the world. You can find Jason hosting the weekly Spear and Clover Podcast available on Youtube and across all audio platforms.TOPICS EXPLORED:Jason "helps wizards become scientists", helping clients move from the magic to scale their impactBased on Sports Dynasties: organisations that tend to win no matter who is on the fieldFinetune clarity to finetune cultureTune in to the one thing that's holding your business down5 Core Business Functions: Review and give most attention to worst performingAddress the one biggest threatChatGPT for freeing you up from busywork to reduce pressure and noiseDoes the tech make you better? That's up to you, not the techChatGPT creates the scaffolding from which you can add your creativityWhat you've been procrastinating from for 6 months, it can do in a morningThe counterintuitive way to create rapport: the simple value of paying attentionThe highest pinnacle: to show up as who you want to be and who you truly areRESOURCES:Jason's outstanding AI course: https://www.spearandclover.com/opt-inDynasty Builders Facebook Group: https://www.facebook.com/groups/dynastybuilders or https://www.facebook.com/groups/835282344335106Spear and Clover Podcast: on YouTube, on Apple Podcasts, on SpotifySpear and Clover Website: https://www.spearandclover.com/CONNECT WITH JASON:On LinkedIn: Spear and Clover https://www.linkedin.com/company/spear-and-clover-podcast/& Jason Skeesickhttps://www.linkedin.com/in/jason-skeesick-8959722a/ If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Chris Goegan is the founder of Engineered Growth Systems. He helps entrepreneurs get to multiple 6, 7 or 8+ figures while enjoying MORE time and MORE freedom with his Engineered Growth Systems and Engineered Marketing.Over the last 30+ years he has worked in more than 100 industries, with many industry and thought leaders including his friend Michael Gerber (of E-Myth fame).Chris states: There are only 3 Core Growth Systems separating you, from the growth you want. He lives in California but is from Canada so he talks funny, is married to his wife Naomi and has 4 kids and a lab named “Scout”.TOPICS EXPLORED:2 types clients, both good at what they want to do, both want to move to the next levelOverwhelmed by all the things you could do, can cause stagnationThe problem with saying yes to everythingThe common mistake of holding on too tightly to controlWhat got you here, won't get you thereThe pressure on entrepreneurs due to the responsibility towards their staffRESOURCES:Free Guide: Engineered Marketing - The 3 Essential Systems to Grow Your Business While Freeing Up Your Time by Chris GoeganChris Goegan's Website: https://www.chrisgoegan.com/Chris Goegan's Blog: https://www.chrisgoegan.com/blog/CONNECT WITH CHRIS GOEGAN: On LinkedIn: https://www.linkedin.com/in/chrisgoegan/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Melissa Kwan is the Cofounder and CEO of eWebinar, the leading webinar automation platform that helps companies run hundreds of sales demos, training, and onboarding sessions without being there.And she's on a mission to save us all from Webinar hell!TOPICS EXPLORED:The repetition & burnout of having to repeat the same webinar or demoYet it doesn't matter how many you do, it's never enoughNot just a video recording, but moreThe option to respond live to questionsForms of interactivity: polls, questions, quizzes, conversion alertsA video on YouTube doesn't have the same engagementBecause they're able to automate one thing people discover they can deliver much wider array of value in marketing or trainingWe're used to so much on demand, so what makes b2b any different?It's all about setting the right expectation, don't lie to your customersThere's no demo I can do that's better than our productYouTube: https://youtu.be/bxn1BrkI4cARESOURCES: Melissa Kwan's eWebinar: https://ewebinar.com/CONNECT: Melissa Kwan on LinkedIn: https://www.linkedin.com/in/melissakwan/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Terry Dean went from delivering pizza to a full-time online business in 1996. Many people know him as one of the first people to demonstrate the power of email, earning $96,250 from a single email to his list in front of a live audience. Over the past 2+ decades he has helped thousands of online entrepreneurs earn more, work less, and enjoy life. If they're trying to negotiate down your rates, they're not clear on your valueOverwhelming proof is the third step to attracting clientsTestimonials and proof early in presentationsSwipe exact language from a testimonial to make a headlineHook the people in earlyA fitness website with an endorsement from Arnold SchwarzeneggerThe first step is the desperate problemStart with the problem, not the solutionMarketing should be based on storiesThe story of how Terry Dean made $96,250 from one emailThe principles of email marketingBeware constipated contentThe importance of asking good questionsThe biggest mistake people make in their pitchRESOURCES:Terry's Golden Glove Cheat Sheet and Accompanying VideosTerry Dean's Blog: https://www.mymarketingcoach.com/blog/Terry Dean's website with an array of free value: https://www.mymarketingcoach.com/ including: Free Guide: "7 Unique Ways To Create Profitable Emails...Even If You're NOT A Writer"Connect with Terry DeanOn LinkedIn: https://www.linkedin.com/in/coachterrydean/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Beate Chelette is the Growth Architect and provides visionaries with clear steps to improve business systems to maximize profits and scale impact. A first-generation immigrant with $135,000 in debt single parent, Beate bootstrapped her passion for photography into a global business and sold it for millions to Bill Gates.She hosts "The Business Growth Architect Show" and is in the “Top 100 Global Thought Leaders” and “One of 50 Must Follow Women Entrepreneurs” by HuffPost.TOPICS COVERED:All offers under 1 umbrella: the Signature Growth SystemThe unapologetic value proposition: Why would I hire you?This is the piece I solve, then the next and the next in a proprietary systemHow to differentiate yourself from the competitionEasiest for people to say yes to the thing they identify with.The seasonal aspect of life and businessBusiness is intricately connected to personal lives.Lone wolf syndromeThe one guiding principle: Don't drown in a puddleOvercoming adversity: you want to be dust and coal or a diamond?Realise that you don't need to know everythingGetting into the habit of humility and confidenceRESOURCES:Beate's Book on Amazon: Happy Woman Happy World: The Foolproof Fix to to Get from Overwhelmed to Awesome by Beate CheletteBeate's Groups: The Women's Code - www.linkedin.com/groups/4662816Entrepreneur and Small Business Forum - www.CreativesWhoShare.comBeate's Podcast: The Business Growth Architect ShowBeate's Blog: https://beatechelette.com/blog/Complimentary 15 Minute Uncovery Session, to figure out where you're stuck: UncoverySession.comCONNECT WITH BEATE CHELETTEBeate Chelette's Website: https://beatechelette.com/Reach out on LinkedIn:  https://www.linkedin.com/in/beatechelette/Follow Beate on Twitter: https://twitter.com/beatecheletteGrowth Architect on Facebook: https://www.facebook.com/GrowthArchitecture/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Ford Saeks specializes in helping organizations dominate their local markets, enhance the customer experience, and improve business success. His efforts have helped companies generate a total of over a billion dollars in sales worldwide. From startups to Fortune 500s, Saeks is widely recognized as a business growth accelerator.With over three decades of business growth experience (ranging from retail to wholesale), he has founded ten companies, authored five books, awarded three U.S. patents, and received numerous industry awards.TOPICS EXPLORED: It's not what you know but how well you execute3 Buckets of Business Growth: we're usually deficient in one or moreHire your weaknessManage time, energy and focusYou don't need to participate in the drama, you need to identify the challengesThe problems in business always come down to 1 of 3 thingsSpringboard to Success: Start a success library15 yrs old sitting in a jail cell, wondering about my choicesThe Strangest Secret: energy and controlThe coming AI revolution: makes the personal more valuableAI will not replace humans, it will replace humans that don't use AIRESOURCES:Ford Saeks on YouTube: FortifyBusiness Growth Accelerator Podcast: https://profitrichresults.com/podcast/Mentioned in the recording: Unlocking the Power of Clear Communication with Hilary Blair & Ford SaeksBusiness Growth Show on Fortify LiveFord's Profit Rich Blog: https://profitrichresults.com/profit-rich-blog/https://profitrichresults.com/news-and-media/CONNECT WITH FORD:https://www.linkedin.com/in/fordsaeks/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Sheryl Plouffe is the Founder & CEO of Scalable Business Accelerator and the host of the Cash In On Camera podcast. She has produced thousands of videos and broadcast over 20,000 hours of live television as a national TV presenter.Sheryl owns a training company that advises 6-figure entrepreneurs who want to implement scalable systems. She lives and works in Ontario, CanadaTOPICS EXLORED:How to make the leap from 5 to 6 figures as a coach, consultant, expert or authority entrepreneurWhy people often get stuck in the "shiny object syndrome" and investing in tactics without a solid cash flow foundation firstOne great way: find speaking engagements to practice and share your expertiseSheryl's Create, Connect, and Convert methodology helps clients scale their business from high-five figure to multiple six figures with a lean team and good systems in placeKey components of the Create phase include creating a leveraged offer and moving away from hourly rates based on time towards value-based pricing based on transformation.Broadcasting and entrepreneurship have parallels, such as the need to be known, visible, and have a strategy for gaining and holding attention. How Sheryl had success with YouTube, generating 1.5 million video views and 15,000 new subscribers in one calendar yearRESCOURCES:  Sheryl Plouffe's Video Marketing Consultation YouTube: https://www.youtube.com/channel/UCuw4QW2x6BLaikNWsC-r9mgCONNET WITH SHERYL:Link to list of all Sheryl's : https://hihello.me/hi/sherylplouffe-ig9DxQLinkedIn: https://www.linkedin.com/in/sherylplouffe/Website: https://www.sherylplouffe.com/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

James Schramko is a former General Manager turn mentor to online business owners. He's coached 1000s of students at this point, at last glance it was over 3561.He's also the author of the book, "Work Less, Make More", and has a very popular, very incisive podcast, called The James Schramko Podcast which has an impressive 4.7 million downloads.Topics Explored: Ensure you're working on the right things as there's too much choiceBe careful with short term focus: making money in 30 days vs 10 yrsThe core things that don't really changeThe real 80/20: Almost 2/3s of your results are from 4% of your activitiesDo Less: Cut out so many of the things you think you have to doAre you still running someone else's script in your neck top computer?AI will be profound, we'll never go back to the way things were beforeRegularly ask, are we using the right strategy, do we need to update?2 Tools in the Tool Kit: Your task audit & your effective hourly rateAre you optimistic about the future?The importance of not blaming everyone, start with yourselfIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Andrea Waltz is the co-founder of Courage Crafters, Inc. and co-author of the best-selling book, Go for No! Yes is the Destination, No is How You Get There.For almost two decades, Andrea has been teaching people in virtually every business and industry how to think and feel differently about failure, rejection, and the word, “no” to achieve their goals and dreams. A member of one of the highest regarded professional groups of women in sales, Women Sales Pros, Andrea is considered a top sales influencer online.The book, Go for No! reached #1 on Amazon's “Sales & Selling” list in 2010, and has remained in the top 50 Sales books for the last 13 years, selling over a half million copies.TOPICS EXPLORED:Avoidant behaviours for sales calls, for following up leads, anywhere people face potential rejectionThe biggest trap in waiting for the right opportunity, perfect time or perfect personHow many 'no's' in a seven day period?Set the number of no's and don't worry about the yesesHow no's open up possibilities in your thinking and approachThe art of askingHow to react when you get a 'no'RESOURCES:Andrea Waltz's website: https://www.goforno.com/Andrea's Go For No Quiz: www.goforno.com/quizAndrea Waltz's, Amazon PageAmazon Kindle: Go for No! Yes is the Destination, No is How You Get There, Andrea WaltzYouTube: GoForNoAndrea's Go for No Store: https://shop.goforno.com/CONNECT WITH ANDREA:Andrea on LinkedIn: https://www.linkedin.com/in/goforno/Andrea on Twitter: https://twitter.com/gofornoAndrea on Facebook: https://www.facebook.com/GoforNo/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Kathleen Celmins is a desert-dwelling yogi who helps agency owners and service providers uncover a $100,000 revenue stream without having to create anything new.Every business owner who has been working for at least a few years has $100,000 just sitting in their digital files, collecting digital dust. She helps them uncover those income streams, leverage their expertise, and package it properly.TOPICS EXPLORED:This is a great way for service providers and designers to overcome income ceilingsThe problem of scaling your business3 Brainstorming Questions to find that hidden gold, it's often right under your noseSecret Sauce: know that if you create a recipe book, your restaurant will still be full, maybe more soThe curse of the expert, look for the word 'just'...Bigger budgets get cut on the done for you side, and that money goes into learning and developmentRESOURCES:Case Study of how Kathleen helped a client go from idea to $100,000 in 12 months: https://wellpaidexpert.com/100kKathleen's Website: https://thewellpaidexpert.comKathleen's 90 Day Quick CreateConnect with Kathleen:https://linkedin.com/in/kathleencelminsIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

SHOW NOTES:Christopher Salem is an accomplished CEO, Business Growth Strategist, Professional Keynote Speaker, Award-Winning Author, Business Trainer, and Radio Show Host & Media Personality dedicated to empowering business owners businesses to boost their brands and business simultaneously from ordinary to extraordinary.His goal is straightforward – to help serious business owners foster better workplace environments that lead to higher engagement and retention with staff while generating more clients, increasing customer experiences, and scaling their overall revenue and profits quickly and inexpensively.Over the years, he has developed a keen understanding of the complex issues facing small business owners. His experience has helped him develop skills to educate business owners quickly and effectively to successfully apply the right strategies in the correct order, allowing them to grow their business to its maximum capacity.His book Master Your Inner Critic / Resolve the Root Cause – Create Prosperity went international best seller in 2016. He also co-authored the recent edition to "Mastering the Art of Success" with Jack Canfield. His weekly radio shows, Sustainable Success is part of the Voice America Influencers Channel and Business Influencers with Tal Radio, part of the Touch-A-Life foundation.TOPICS EXPLORED:Vulnerability is a strength not a weaknessIt all starts with self-awareness, critical to being coachableLooking at a situation how it is not just how it should be, being transparentThe power of choosing your response not falling into emotional reactionThe importance of really connecting with your clientsThe power of asking questionsStop living in the past or the future that's where the fear lies, live in the presentSwap your expectations of being too attached to an outcome and choose your intentions insteadAsk your prospects Questions! Uncover their pain and their situation, build rapport and trust to get at the real issuesRESOURCES:Website: https://christophersalem.comBook: Chris Salem & Jack Canfield, Mastering the Art of SuccessAmazon Book: Christopher Salem, Master Your Inner Critic: Resolve the Root Cause, Create ProsperityChris' Blog: https://christophersalem.com/blog/Youtube: Sustainable Success with Chris SalemCONNECT: LinkedIn: https://www.linkedin.com/in/christophersalem/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Show Notes: Karen Yankovich is known as the LinkedIn goto. Host of the Good Girls Get Rich Podcast, and quoted in Huffington Post, Social Media Today and other publications, she talks with authority about the importance of women creating a magnetic and profitable LinkedIn strategy.What makes Karen different from all the other experts is that she helps women step away from all the noise and gets right to the point, using LinkedIn for upleveled business relationships.Topics Explored:- Building a relationship from top down vs the bottom up- Positioning yourself as if you're peers with the most influential people in their industry- Ask what is the goal in building your business relationships- Most people are not thinking of relationships with journalists- From the top down to avoid gatekeeper issues- Not understanding everyone is asking, 'what's in it for me?'- Take connections from other places, email list, instagram, and connect with them on linkedin- Short 15 minute calls to start with- It's coming from a genuine place of wanting to know more about you-Can LinkedIn really be a money tree?- If all you're getting in your inbox is spam, you're being reactive not proactive on linkedinResources:Karen's 4 Shifts to Create a 6 Figure Business Using the Powerfully Profitable Combination of LinkedIn & PR: https://www.KarenYankovich.com/MasterclassConnect with Karen: Karen on LinkedIn: https://www.linkedin.com/in/karenyankovichIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

John Nieuwenburg is an award-winning Business Coach who has worked with hundreds of clients. As there are almost as many different ways of delivering business coaching as there are business coaches. John coaches in 3 primary areas.Business: getting things done using proven tools, strategies and techniques to grow your business.Personal Growth: working with you in decision-making, leadership, delegation and time management skills.Accountability: helping you to stay accountable for the results you have chosen, that up until now may have been just a dream.In an earlier life, John was the Managing Director of the BC Liquor Stores that now does $3 Billion in revenue with a net income of $1B. Before that, he was an Executive with a national menswear retailer.When not coaching, John hangs out with his wife, Jennifer! John enjoys golf, skiing, running and reading.TOPICS EXPLORED:Business owners usually challenged in one or more of the big 3: Time, Team or MoneyRunning out of ideas of what needs to changeLeading and Delegation from 'the only one with the toolbox' to sitting in the captain's chair of the enterprise.Where are you generating $500 per hour and where am I generating $10 or $15 per hour?Around 85% of what happens in a business ought to be routineThe importance of SOPs and checklists, simple systems with impactNever look for a people solution, look for a systems solutionSystems run your business, people run your systems, you lead the people - systematise the routine, humanise the exceptionRESOURCES:John's over 300 blog posts: https://w5coaching.com/blog/ Time Management EbookUltimate Guide to Time Management & ProductivityCONNECT:LinkedIn: John NieuwenburgJohn's website: https://w5coaching.com/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Catherine McCourt is a Mindset & Business Coach. She works with clients around the globe, "Empowering individuals, entrepreneurs and businesses to think differently and lead with Purpose to Prosper".She is the host of the popular podcast "Fearless Future w/Catherine McCourt" and published in online blogs, magazines and guest spots on several lifestyle and business podcasts.Catherine spent her career in sales and business development working with other brands. She now combines her business knowledge and professional coaching skills to develop the mindsets of leaders and entrepreneurs, creating opportunity for themselves, their teams and business ventures.She believes CLARITY + PURPOSE + WELLNESS are key to the success for any individual or business.Topics Explored:How clarity, purpose and wellness are the key components to creating sustainable successPurpose is often overlooked by leaders, yet is crucial to creating sustainable successAmbitious high achievers always looking for the next thing, not slowing down to enjoy what they have accomplishedThe dangers of following trends without understanding their purpose or assessing if they will work for your businessWellness is crucial for business leaders, pandemic highlighted its importanceSetting boundaries and taking breaks help leaders avoid burnout and set a healthy work ethic for their team, simple yet highly effectiveTaking time for oneself helps leaders become more productive and creative, zero or oneGreat ideas often come from outside the office space, get out of the four walls, take a walk, or do something enjoyable outside of work.Check out: https://www.catherinemccourt.com/Free Resources: https://www.catherinemccourt.com/free-tips-to-prosperIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Stephen Goldberg helps companies hire the right people for the right job. He provides coaching on managing employee performance for owners of smallbusinesses, of 10 to 150 employees, so they can free themselves to work on development projects.Stephen gives training on leadership and teamwork to first time managers and those who have never had formal training on leadership and  management before. As a result, employees can collaborate, work autonomously and contribute to continuous improvement initiatives.TOPICS EXPLORED:Scaling up: handling increasing complexity of managing processes versus managing people and ensuring both are alignedThe key hidden factors of managing peopleAvoid the 'Mighty Mouse' SyndromeRealise you're not just adding 'ingredients' and following a recipe in business, you ARE an ingredientUnderstanding your own leadership style and how it affects othersThe cascading effect of poor delegationHow to harness inborn strengths and overcome leadership weaknessesPeople join businesses but leave managers3 relationship types and 3 doer types; we must learn from each otherDiscover your blind spot hidden from you and know what you need to work onLive workshops to learn this and mutually coach each otherIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Rob Begg helps high-achieving entrepreneurs align mind, body and spirit to attain next level performance with ease, certainty and speed.He appeared on the Dealing with Goliath podcast in Episode #053: How Spirituality Can Unlock Next Level Performance. Quite a number of listeners asked that I get him back on the show to continue the conversation. So today we're going to expand further on that theme and talk about quite a few related things, but the core will be around "why all performance is always spiritual".Topics Explored: - Most people are seeking a different experience but with a negative vision, from fear or lack- It's like people are trying to drive a car by looking in the rear view mirror- Ego is not the enemy, it's just another belief. It's the way we identify with our mind is the problem- When we try and use the mind to change the mind, it's like sending a police offer to catch a thief, when they are the thief- "Our unconscious will always move us to continue experiencing what it survived in the past", why so many lottery winners go broke- The key to getting 5x or 10x better results is to shift your identity first- The order of play is spiritual, intellectual, physical, never the other way around. Be, do, have- The awareness is responsibility- What we experience in our physical world is at source coming from our spiritual essence, or from what we're hopefully allowing to be expressed through our mind- Why I do it? It's everyone's birth right to have a have a joyous, harmonious journeyIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Michael F. Schein is the Head Hype Man at MicroFame Media, a company that specializes in making consultants and coaches famous in their fields. (Often through bold, creative and playful methods). Some of his clients have included eBay, Magento, The Medici Group, University of Pennsylvania, 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, published by McGraw Hill, appears where books are sold. Mike was on the show before and is back again, this time to among other things, to talk about his experiments in forming a secret society...Topics Covered:- Marketing insights from rock and hip hop managers, dada artists and cult leaders- Why we're so fascinated with the freemasons, illuminati and skull and bones:- The secrecy is very much the point- "The greatest hype artists make it seem like their success is all grassroots but there's always people pulling strings beneath the surface"- The ancient greeks and roman had these festivals where they could let themselves go: slaves into masters and vice versa- A healthy expression of your 'other side' in a spirit of camaraderie is highly appealing to people- Friends not just networking: You can't fake the shared interest- Be the person people want to genuinely hear from- Ethical emissaries for your business- People forget the 'fun' in business, real not fake fun- It has to speak to something people are going through at the time- The real Don Draper, Eddie Bernays- Don't let the facts speak for themselves, you'll probably loseIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Davina Frederick is a Florida-licensed lawyer, and founder of Wealthy Woman Lawyer,® a company that helps women law firm owners, scale their law firm businesses to and through $1M with total ease.Davina also is the host of the Wealthy Woman Lawyer® podcast, and she's written two books on successfully scaling law firm businesses.And Topics Discussed: - Insights from moving to law from 30 years of Marketing- Huge difference between being a good lawyer and running a successful company- Not so much about the money, more so not burning out and what pillars to put in place to get to the next level- The driving reason is often flexibility, which doesn't work for the traditional law firm model, so instead create the system you want to see- Handling the naysayers- Crucial to be ready to challenge your own mindset- Most don't have a time management problem, it's a priority management problem- Delegation of low value tasks, but many struggle with it in reality as they don't fully appreciate the true cost to them- Dealing with clients who want to negotiate the fee; essentially you're writing them a check for the difference- When you have a clear system, they will lose confidence in you and that there's a lot of space for negotiation- Key perspectives when negotiating when hiring staff, not all about money- "A lot of room to negotiate when you get to the heart of the need"If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Show Notes:Nicole Greer is the principal coach and CEO of Build a Vibrant CultureTM, which helps individuals, corporations, government, faith-based organizationsand non-profits become the people they were created to be through fulfilling a mission, to work in teams exemplifying VIBRANT LeadershipTM.Using transformational change leadership coaching & training programs, Nicole offers foundational tools and uncommon wisdom to Build a Vibrant CultureTM.She is a serious entrepreneur with experience in coaching, marketing, mastering first impressions, learning & development and sales.Nicole is a speaker, trainer, facilitator, executive and business coach.Topics Explored:Leaders need to get excited about what they're doing (not the jazz hands kind)GET LIT; how to build a better future your staff can get onboard withPeople need to see strategic vision, and understand how they fit into itThe importance of Integrating Integrity; think Candor, rather than HonestyThe standards set in the culture, are more important than even a top performers' bad behaviour When building vibrant culture, "coach them in and coach them out"Be unapologetically strong in coaching and setting your expectationsHire using 'Behavioural Interviewing'Multipliers vs DiminishersReflection is a number one most important yet neglected leadership skill: 3 Key Questions No meetings on Mondays!Listen to desolation, embrace consolationRipples of positivity  Visit https://www.vibrantcoaching.com If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Show Notes: Rob Begg helps high-achieving entrepreneurs align mind, body and spirit toattain next level performance with ease, certainty and speed.His work goes beyond mindset, or 'behind the mind', to guide his clients to exceptional, tangible, measurable results but from a foundation of knowing who they truly are and residing in that awareness.So they get what they truly want much more quickly without all the unnecessary exhaustion as they're not coming at it from a sense of lack or 'I'm not good enough' beliefs and thinking.Topics Explored:The path to the true origin of outcomesThe importance of getting behind the mind'Coming out' with the spiritual label at 54What's conditioned in our consciousness plays out in our experience"The cave you fear to enter, holds the treasure that you seek" Joseph MurphyEgo resistance that pushes us back when we look for our true identityJust learn to get out of the way of our true desiresGoals from a heartfelt desire rather than ego based lack of self worthWhat changes is what they start to entertain in consciousnessIt is that simple, we're conditioned to believe it's hardRemain aware of what we desire, not what we're faced withKnowing who we truly are is the golden key to be and get what we truly want, which ultimately is to be happy and fulfilled If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

We discuss:- The surfboard metaphor for business opportunity- Experience starting businesses and experiences acquiring them, improving them and selling them- Add value to help get those exiting a business more dialled in and prepared- The dangers of different motivators of private equity investors compared to entrepreneurs- The podcast: Not the focus on the entrepreneur, but the pros who do this week in, week out, for the benefit of the entrepreneurs- Marvin's 4 Key Observations- Fallacy: Entrepreneurs believe that because they've worked hard to build their business, it'll be worth a lot of money when they go to sell- Why business owners need to do something about this now, not later!- You need to know a potential buyer's due diligence checklistIt's the thought process and planning, not the time that will pay- Would you write a check for cash and pay what you're asking for your own business?- Things that will cause a depression of the value of your business- Doesn't take a lot of time, but it does take strategic thinking- The exceptional value of predictable revenue- An advisor can literally make or break the valuation on a business- How entrepreneurs realised sales at multiples of their first offer- The importance of differentiation and creating a moat for competitive advantageIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Here is my talk with Michael F Schein:How promoting his band in his 20s taught him key lessons in positive Hype; much of which wouldn't quite fly todayThe chasm of difference between standard marketing and hypeHype: a set of activities that gets large number of people really emotional1st Key Principle: Don't be afraid to pick a fightWe define ourselves by our tribes, by what we're againstAnti-Hustle Culture: Getting under Gary Vee's skinPunk rock mischief got far better resultsPolarising with playfulness and irreverenceThe Basecamp ExampleWhat is the point of view held by the majority of your field, that annoys you deeply?The power of differentiationDo hype experiments with skin in the gameDevelop a hype hypothesisCreate a secret societyThe blur between negotiation, persuasion and hypeConnect with people on a human level, not cold professionalismIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

A real coach can coach anyone if you're using a proven techniqueThere's a comfort level though when you don't have to explain terms or industry backgroundA leader is always leading through changeAgency owners want to get back to the office, employees are saying let's wait another whileA lot thinking, the commute brought no value to my lifeUse the day or two in the office for the collaboration, creativity and connection you've missedIf you treat mature professional folks as grown ups, they can get a tremendous amount of high quality work done remotelyIt's not your job to micromanage, it's your job to hire people who are self-drivenIf you're micromanaging who's looking at the long term strategy?You can do their job, but they can't do your job, yetThe director, let's all the people do their jobs, but gives the direction and the visionMostly they come to me with a consulting issue, and I spot an issue with their leadership that's keyCoaching is a collaboration, if the chemistry isn't good, there's nothing I can do100%, your gut is always rightEmpathy is the key to negotiating, we're often too focused on what we wantUnderstand their 'why'You have to know you're willing to walk awayWe give away power when we're in a rush, not have the protection you needThere's a deep need to be the good guy, a need to be liked in this industryI'm shocked by the lack of courage out there but it's coachable, and I get to make money helping people be braverNow is the time to improve your emotional intelligenceDial up your empathy for your peers, clients and stakeholdersWatch not only the words they say, but notice the toneIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Judy Hoberman is President of Judy Hoberman and Associates, a company focused on empowering professional women. She is an award-winning, international speaker, best-selling author, trainer and leading authority on women in leadership.With over 3 decades in business, she combines wisdom and humor with her behavior shaping insights, impacting audiences of thousands as well as small groups and individuals through her 1:1 executive coaching and mentoring  and she is often described as “transformational.”Men and women lead, sell, manage and recruit differently and Judy is the master at improving performance and company culture, empowering both genders to better support each other's successes in more productive ways.Judy also works with companies supporting their diversity and women's initiatives in the areas of leadership, recruiting, training, coaching, mentoring and retention.She was a TEDx speaker talking about pre-judging people. She is the author of four books, including “Selling in a Skirt” and “Walking on the Glass Floor.”She offers a training program that concentrates on women in leadership and the men who champion them, with emphasis on redefining culture.Judy's mission…to help one woman a day by following an important philosophy- "Women Want To Be Treated Equally...Not Identically"®If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Steve is the founder of The Unstoppable CEO, and the host of The Unstoppable CEO Podcast and has written over 400 articles on marketing for service businesses.He's a bestselling author of 4 books; Podcast Prospecting, Unstoppable Referrals, Exponential Network Strategy and the Follow Up Formula.Through his firm, Steve helps service business entrepreneurs create leveraged marketing systems so they can spend less time on business development, and more time on what matters most.You may remember him from a recent Expert Panel: Becoming Limitless that I hosted.Topics:Fundamental challenge for people operating a service based businessProduct based businesses are usually specialized within the business, into separate teamsThe feast and famine cycle'We help the business owner realize the business that they really want to have'All those marketing methods do work, but they don't work for everybodyWe help them create leverage, with a very small time footprint, create consistent business developmentBook number one took about 35 days start to finishMarry your expertise to a solid and simple processWe have the book blueprint, where we breakdown to the key points in the chapter, and each key question to ask each key point, so there's never a blank pageThis is how you can get books done in record timeIt's often as simple as 30 minutes per day, Monday to Friday, for 19 days to have the book writtenYou're a walking talking package of your ideas, but I've to sit with you to sell me your ideasA book is a more efficient packaging to sell your ideas than you"I've a bunch of books printed up, I'd love to gift to people in your network you think would appreciate them"It's a very different proposition, a very different ask"If you're gifted a book you're not even interested in, I'm still grateful they thought of me. It has very high perceived value"All of those authors on your bookshelf, literally own real estate in your worldOften clients say, 'a friend gave me your book, I didn't read it, but I really need what it says on the cover, can you help me?'Authority: You're literally the one who wrote the book on the subjectIt's about getting yourself in a place where people can discover youThis is not about selling 50,000 copies and being on the New York Times bestseller list.Typically you spend $100k-$200k to be get on a bestseller list99% of business owners with expertise need a lead generating book which multiplies their ability to get their message outWhat you do when you run out of relationships and networking events don't tend to have the people you need to talk to as they've sent representatives if at allIt was shockingly easy to get a business owner that I couldn't call on the phone, to accept an email request to be on my podcastA podcast is great for creating relationships, for leading the collaborationWhy selling your expertise is fundamentally different in selling anything elseIf you follow much of the sales training advice you'll just erode trustWhy snake oil salesman are why doctors are so trustedThe client must fully trust the prescription that you give themEven if you don't have legal fiduciary responsibility, it's how we should be approaching our clientsFor one hour a week you can have all your marketing and relationship building done"Anytime there's a problem, even if it's not yours, you lean into the problem. It's never a question of fault, it's how do we fix it?"Steve's most instructive failures and setbacksIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations.

Simon Haigh is known as the Growth Strategist, he's a coach, consultant, author and speaker. Let's break that down a moment...He's the 5 star rated author of 3 books: Contract law in an e-commerce age, 'How to be a Better Dealcloser', and 'Dealmaking for Corporate Growth'. The latter two of which were foreworded by Marshall GoldsmithHe's a former lawyer in UK, Ireland and Australia, a successful entrepreneur where he built and sold out of tech, luxury goods and travel businesses, as well as a global CEO, and C-suite executive on 4 continents over 28 years.Simon sat on 5 boards and currently is an advisor to 3 in US and Ireland. He's featured on the BBC and is a global expert in negotiation, deals, business, leadership, mindset, brand growth.Topics Explored: - Organisations are like humans, if they don't grow spiritually they go backwards, so they get overtaken- 4 Key Things: What are the business growth processes and practices that need to be put in place?- Leadership Growth: What key things do leaders need to do to fit into the business growth?- Brand Growth: How does this impact your brand?- Growth Mindset of the people running the business is what brings the whole thing together- "I love the variety" and love mentoring and coaching, "seeing the lightbulbs going off"- It's all about matching people's confidence with their capabilities- "Confidence is the outer manifestation with communication of what's inside, which is awareness"- Situational awareness: where do I fit in an organization?- "We need to demystify business, it's not rocket science, it's about communication and connection"- Simplify: Assertiveness is about firstly asking for what you want, feel or desire. Secondly, in a way that's respectful of others- The 7 P Methodology of deal making, was a logical process that unfolded through the writing- A novice negotiator mistake is not leveraging simple things, a big example is not using silence strategically- Loose lips sink ships in negotiations, got to get comfortable with silences4 Areas that feed into emotional intelligence- Is this person really listening, really involved in this conversation or is it another box to tick?- 10 years in the Australia in the Aboriginal indigenous economic development space and head of indigenous tourism council- Companies that truly put inclusion and cohesion at the core of their strategies improve productivity, brand value and also shareholder return- Problem is most C-suites don't even know this is an issue- Aboriginal economic development $8bn a year, but generated a net of $16bn- The 5 aspects or pillars organisational leaders need to believe in to drive1st is the right diversity, equity inclusion processes and policies in place, 2nd is gender balance, 3rd is cultural cohesion, 4th ethical win win communication structures, 5th ensure remote cohesive workforces are inclusive- How do you inspire and mentor younger workers when they're not in the office?- The 'us and them' of those at HQ and those in the field, the latter feel excluded, the former often think they're aloof- Just deal with these breakdowns instead of brushing it aside, demystify it and deal with it- Awareness to provide a safe environment for thinking things through and realise we all have biases, but it's realising you have them and that each individual is unique- 3 aspects of assessment to any agreement: self awareness, situational awareness and assessing the other side and there's the objective and subjective- Better negotiators ask better questions, not just more questions, but betterSome lawyers think it's all fluffy, that it's only about the document, about the law, but that's only one of thirty stepsIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain th

Michael Zipursky has helped over 500 entrepreneurial consultants in 50 industries around the world grow profitable, predictable and strategic consulting businesses, adding six and even seven figures to their annual revenue. He is the CEO and podcast host at Consulting Success and the author of four books on consulting and business growth.His recent book was the amazon bestseller Act Now: How Successful Consultants Thrive During Chaos and Uncertainty and I'm pleased to announce he has a new book out now called, The Future of Consulting: How to Turn Today's Opportunities into Tomorrow's Business Advantage.Mike is offering the book free for a limited time. The link is below.Topics Covered:At the start of covid, many were like deer in the headlightsDon't bury your head, act nowWhat is the future of consulting? Not next year, but 3, 5 or 10 years timeInterviewed lots of successful consultants; what seeds their planting now to benefit them in the futureThe most successful ones had a lot of assets already in placeWhere can I create points of leverage that will serve me and my clients?We truly believe people can be better prepared for future uncertaintyIt's not a question of will it happen, it's only a matter of whenWhere are you weak or susceptible to attack? Where can you strengthen?All to create more leverage and more opportunity to growLean in to your strengths, but ask questions around your weak pointsIf 90% of your business is through referrals, you might see that as a weaknessThen you have to ask what can you do about it?The people who suffered the least in this industry had a big list or a communityWhat if things completely changed, how would you navigate it?Better to figure it out before you're under fear, stress and uncertaintyWhether you act on it or not, it's helpful to have a contingency planNot just to future proof but spot opportunities in your business todayIf it's easier to deliver is it worth less or worth more?Think about any challenge from a different perspective and not just accept it as a setbackThe way b2b buyers are actually making decisions has changedA lot are making purchasing decisions virtually for far greater sumsLack of focus and being a generalist, huge problem for consultantsMost of the people who consistently get work have created contentThe more steps you take the build your brand, to get content out there, gradually the less you need to specializeTo compete at the beginning you need to say, they do five areas, we specialize in just this one, they don't, so that's where your advantage isMany establish themselves through simplifying their offerings, not offering too many things to too many different groups at onceHow do you demonstrate value before even talking to a potential client? Content!Lessons in showing you're ahead of the curve and you care, from a mentor in Kyoto, JapanConsulting Success podcast has over 45,000 downloads a monthIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Andrew Hryniewicz is an architect, psychotherapist and shamanic practitioner who is an expert in the psychology of resilience, trauma recovery and peakperformance.Since 2011, Andrew has helped over 175 executives and professionals from scientists to artists, creatives and writers – use his “deep mind“ methods to become wiser, more creative, fulfilled and happy in their professional and personal lives.Topics:The journey from architect, to therapist, to shamanismGetting that, 'this isn't going to work out' feelingA lot of people are drawn to therapeutic professions because they are woundedThree experiences of the veil droppingOur ancestors lived in a world that was shamanic, where everything was experienced as being alive, the trees, the rocks, the waterCave art sprang from this about 30,000 years agoA set of methods for altering your consciousness so that you can communicate with these other dimensions of realityThe difference between wet and dry shamanismThree issues with using ayahuascaSteady drumming allows the brain to anchor in the theta stateWhy don't you learn the universe before you blow it up?"I essentially get the distortion out of the nervous system, a clear flow of signal"70% of the study from 'good backgrounds' had at least one of these ten traumatic things in their childhood, 40% had four or moreAddiction to drugs or alcoholism, mental illness or depression, psychosis, emotional or sexual abuse, witnessing domestic violence etc led to 7-30 times more likelihood of heart disease, cancer, diabetes, suicide, alcoholism, stroke or early deathTrauma is not so much what happened, it's the emotional scar tissue formed around the event that constricts and limits, the person's ability to function, be flexibleAs the Buddhists say with our mind we create the world, the root of modern mindset work and that's true, but first the world made our mindIt's like in Jaws he says "we're gonna need a bigger boat", I realised I'm going to need a bigger meMost indigenous cultures look at our modern culture and they think we're crazyThe heart and soul of the indigenous experience is that we are all connected. No such thing as being thrown out of the garden of EdenIt links with architecture, the thread between apparently disparate things, how do we live in balance with ourselves, each other, the environment, the planet?Predators can spot prey, it's unconsciousSo when you release the memories, experiences, they realise they're no longer a target for the bullies, the bullies just disappearIntegrating the physicist with the shamanic practitioner gaining insights from other dimensions of thoughtThe karmic alignment dayThe haah breathYawning a few times, brain scans show, it resets their nervous systemVery slow neck roll, allows your brain to notice where it's tightIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Joseph McGuire has taught the ancient Chinese tradition of Mien Shiang (Face Reading) to healthcare professionals in Germany and Ireland since 1985, Joseph brought it into the business world in Ireland in 2015 as a profiling and communication tool, with particular emphasis on senior level interviews, negotiations, and enhanced communication skills training for teams, including sales.He also works with both individuals and couples on communication skills for exceptional relationships, professional and personal.He is the author of ‘Face Facts: The Art of Reading Your Clients and Prospects for Sales, Negotiation and Recruitment'.Topics:- Mien Shiang: how our static facial features reveals information about our personality- Our personality, behaviour style, communication patterns, stress triggers and more- Sceptics are the most fun to work with- "Take out your phone and show me a photo of someone I couldn't know"- "Took six months to get through to that difficult client and you summed them up in a few paragraphs"- Signs of someone who wants all the information they require at once both in business as well as personal relationships- Not overtly concerned with being proven right, it's seeing the lightbulb go off for them- Want people to feel better for having met me- Great trap is we assume others see things as we do- We don't recognise that others have a different learning style- Golden rule is to treat others as we want to be treated, the platinum rule is to treat them as they wish to be treated-Not here to fix relationships, but can help couples realise how typically they communicate and recognition of the differences- Often they've limited themselves in terms of how they're seeing things- Letting go of that limit is a process, for some it's quick others longer- Harvard Business review saying 80% of execs having difficulty building trust online because they weren't meeting face to face- Enter negotiation with a smile, it's so simple but it sets the tone- Don't go to adversarial mode, go to curiosity- The importance of a sense of humour is massively underrated- Humour shows qualities of being able to relax and take on new perspectives- 32m15- Our face and body are not just communicating they're receiving- Are the eyes warm, neutral or cold?- The inner work is really important preparation, like meditation- The more relaxed, the greater your awareness with other people- Listening starts with the power of silence- Amazing what people will reveal after 30 seconds of silenceIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Bill O'Herron is a corporate executive, practicing therapist and writer who seeks to use his 33 years of financial sales management experience, 24 years of marriage, 15 years of counselling clients, and 8,500 hours of sitting quietly to help all his clients better understand, change and deepen their relationships.Bill's research shows that relationships fail for one key reason: a lack of understanding of one's own emotions and reaction patterns created in childhood.He teaches that all your relationships with others, especially your marriage, started in 4th grade, when your limbic-emotional body learned, absorbed, and inherited your parents' lives and experiences.We are all therefore married to our own old, unconscious emotions more so than to our spouse.An underlying principle of his work is: Emotion is the key to and the driving force underlying every thought and action in human existenceHe celebrates in and humorously expounds on the belief that working on yourself, which will automatically improve the dynamics of all your relationships, is the most important thing in life, and that what we do right now in our relationship echoes down through posterity, changing who our grandchildren's children become.Topics Covered: Brain delineation when you hit your 30sSitting quietly he noticed all sorts of emotions he didn't know were thereHelping others know themselves better was 100% to Wall StreetOne question cold calling completely changed them to talkativeNobody really wants to just jump into the productGreat meetings from just building great relationships with the gatekeepersThe goal is to expire wide awake as Hindus sayThe art of asking questions, feels fluid not stiltedMeditating with tears in your eyesVulnerability, the only way to build relationshipsRelationships tend to dictate healthRemember the 2nd Law of ThermodynamicsWhere's the friction and the fire in our relationships?Lack of engagement isn't harmony, it's apathyRelationship is a verb, it never endsInsights from his wife throwing a plate at his headThings stored in our limbic brain start to pop up in our 30sMy book 'Waking Up Marriage' has nothing to do with marriageBe that one person revealing a little more about myself80% of your skills in business are EQ basedThe only way to increase EQ is to bring the right and left brain togetherMeditation is the physicalising of increasing EQ Your heart sends 5000 more signals to your brain than vice versaIf you understand your own crap, you're more likely to understand others' crapWhy aren't you working on the one thing you truly can controlCounterintuitive: You flood yourself with the very thing that's killing youDialogue between your 35 and 4th grader selvesYou bring the left brain adult perspective to the right brain child's anger"As a kid you pick up what your mom and dad feel"Jung: You can't change anything until you accept itBe present with those younger parts of youIgnore history, you're doomed to repeat it, true of personal history tooParticipate in your life as it was to expand nowPeople want to tell their story, so let themOddly more time alone, can lead to more effective conversationsListen to the intent behind what's being saidI'm being nice, not to be nice, but because I'm curiousIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest e

Joseph D'Souza is focussed on teasing out the real human beings in the executives, leaders and business owners he coaches.He is the creator of The ROQUE Model™ conversation starter and founderof QuestUnique professional coaching. He believes that we make betterdecisions when we are anchored in who we are as human beings,are conscious and wilful in our world of relationships, and leverageour work to support the fulfilment of life with purpose and meaning.His TEDx talks share the story of ROQUE.He tries to live what Vincent van Gogh said, "The best way to lovelife is to love many things".Topics:In today's corporate world you're leading yourselfJuggling success and stressDon't forget the often forgotten stay at home partnerSo many wonder, who am I, where am I going?One of the most common mistakes is the fear of being judgedAt the top of the leadership ladder it's the sameValues and sense of meaning can be our foundation, our anchorAllow ourselves to be restrained by our own paradigmsEach circumstance isn't approached on its own meritIf we're stifled how are we meant to inspire others?Small leaders ignite othersYou need the right vehicle for the terrainExercise where we don't label, we try not to think, just experienceQuieten the noiseMore tolerant and less phased by panicThe ROQUE starter exerciseWhen I met GoliathYou can view through David or see through GoliathIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Paul Edwards is an executive ghostwriter, agency CEO, husband, father, amateur theologian and bodybuilder. Not to mention a best selling author and host of Influencer Networking Secrets.He leads a team of writers, graphic artists, publishing and marketing strategists, collectively known as "The Ghost & The Machine." Together they create web content, books, funnel marketing copy and other content because quite simply, words matter.Paul serves faith-based influencers, executives, thought leaders, coaches and consultants, delivering done for you content, marketing assets and finesse with words that spurs results. He creates engagement, profits, and donations, always focusing on how to "moves the needle" for his clients.Topics Covered: - The Curator as curator of your own life- We need to define who we're not- This is how to remove time wasters from your life- Behaviour change is easy when you shift your identity- A core value: Words matter- How other people engaged after he lost 60 pounds- When the body is healthier the soul is saying 'I like that'- The moment when you realise, 'this is who I am'- Taking people's messages and transmitting them to others- They take the value I give and sell me to their friends and network- At six years old, I decide I was going to write my autobiography- Listen to the rhythms of stand up comedy- It's about keeping the audience in mind- You have to become like a therapist and keep digging- The listening game requires tremendous restraint- It's about the audience, otherwise you're writing a book nobody wants to read- The most common misconception about ghost writing- In print you lose all the non-verbals, unless you know what you're doing- What are you going to lose, doing it by yourself?- Story is the language of the heart, of emotion and connection- The more filters the more creativity- People who are creating virtuous workspace cultures- Making friends and planting seeds- "I couldn't stop getting fired"- The military won't let you quit- "I'm a redeemed egomaniac"- Lived out of pride for two decades and it hasn't done any good- Nothing to fear and nothing to hideIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Cindy shows coaches and consultants how to stand out in this noisy online world by marketing with heart vs. hype.She brings a decade of marketing experience working for such companies as Coca-Cola and Visa, combined with a decade of online marketing to create a paradigm shift in how marketing can be done with integrity and heart.One of her greatest gifts is helping her clients sort through their “brain dump” of ideas so they can find the golden nuggets that make them shine in their own unique way.Topics Covered: Being good at what you do isn't enough, it's how you communicate thatCut through the noise by building trustThe no1 problem; creating your captivating messageStart with a strategic foundationWhat's the problem, what's the transformation you give?Too often the message is directly from the headYou message needs heart and mind for authentic differentiationYou always want to speak with your true voiceImagine you've seconds to speak to a group of your ideal clientsIt's all about answer 6 key questions and finding the patternsEvery word you speak or write is your messageWalk them through your client journeyShow, don't just tell them how you are going to help themImportant to meet them where they're at, not where you're atIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Adam King is "The Captain of The Ship” at Growth Marketing Consultancy Think Like a Fish, where he helps established B2B and Professional Service Firms implement a simple, scalable growth system in 90 days that gives them the platform to grow their business from 6 to 7 figures (and beyond).He's also the Host of The B2B Growth Think Tank podcast, where each week he and his expert guests share a tonne of marketing strategies, ideas and tips, as well as masterminding actionable solutions to specific challenges sent in by real business owners.Two personal notes here, firstly I was very kindly invited recently to be on that very show, which I think it'll be out in another couple of weeks. It was tremendous fun and it's it's a brilliant format and very clever.But the other thing is, Adam was recommended to me by one of his clients who I happen to hold in very high regard, so it's a pleasure to have Adam on the show.Topics:- Why so many people dislike marketing- Focus on the right things- People don't like to be seen as a transaction or 'walking wallet'- Take a more respectful approach- The power of changing one question, like Jay Abraham- It's all about starting conversations, even if they're just in the head- Find the few things that work well and build a process around them- Beware of getting too tactical too early- Values first, then strategy and only then tactics- Do the things that actually feel right to you- The weary traveller at your door, being welcomed by a hot meal- Articulate the problem better than they can- Be preeminent, put their interests above your own- What's already working? Do more of that!- Doing client hot seats on his new Think Tank podcast- The collaborative and community aspects- The lessons from things not going quite right- Do the process with the failures before you can do it with the successes- Adam King's free book, 'Conversational Relationship Marketing'- "People don't pay me for information, they pay me to implement"- You don't catch fish with chocolateIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Wendy Weiss is known as The Queen of Cold Calling™. She is an author, speaker, sales trainer, and sales coach and is recognized as one of the leading authorities on lead generation, cold calling and new business development.Clients typically 3X the number of qualified appointments they can schedule with a corresponding increase in sales revenue and a shortening of the sales cycle.Clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the world. Wendy has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Inc, Forbes and various other business and sales publications. She is the author of, Cold Calling for Women: Opening Doors & Closing Sales and The Sales Winner's Handbook, Essential Scripts and Strategies to Skyrocket Sales Performance.Outside of high performing business, Wendy is also a former ballet dancer who believes that everything she knows in life and business she learned in ballet class.Topics Covered:- Getting in front of the people you need to talk to- Simple 3 step process for more qualified appointments- Walking into a business, trade show, or networking event no longer -possible- The phone's not dead, you need a mechanism to get them to zoom- Big mistake in simply hiring a salesperson or appointment setter- Not supposed to be queen of cold calling but a ballerina- Everything in business I learned from ballet class- Rehearsal, practice and warm ups are key- Have to put the pieces in place before you hire someone- Identify the target and their challenge- Key decisions that need to be made- How many times should you call?- The decision maker not just the gate-keeper- It's not so much about volume as conversion- 12 steps you can implement today to start bringing in business- Practice, practice, practice for automatic muscle memory- The opposite of hating is not loving, but just being neutralIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Bill earned his reputation as America's Business Alchemist™ by helping business owners and entrepreneurs break free of inertia and accelerate into the future they dream of.He loves nothing better than sharing what he has learned by working with those who are dissatisfied with the status quo and eager to transform themselves and their business.He created Scaleology® and the Business Mastery System™ as the core foundational principles of dynamic and continuous business growth.A typical client of his sees their company rising to a position of pre-eminence and is not satisfied with just “getting to the next level”.He's helped Business Owners and Entrepreneurs in more than 50 different industries achieve real, measurable results using his unique approaches to grow revenue, increase cash flow and magnify business value.Topics Discussed: - The 3 Phases of every successful business in 50 different industries- At one stage he was in stage 2, with over 100 employees- Ideal client feels constrained by their business- Volume or revenue up by 10 times- Many start with the grand vision of personal freedom but not free at all- Vision is the top level, then strategy, then tactics- Biggest mistake is trying out random tactics with no guiding strategy- How to work out the few things to focus on, and what to delegate or delete- It's not just about ability, it's about what you enjoy doing- Know where you add the most value- When you get to stage 3, what's the next move?- First step is all around mindset and becoming pre-eminent - Next we add a systematic approach- Lastly the high performing teamIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Dr. Marcia Reynolds is an expert on how to use your emotions to manage your mind. She has taught in 41 countries and reached thousands more online. Her clients include AT&T, American Express, Harvard Kennedy School, Cornell University & Moscow School of Management to name but a few.Excerpts from Marcia's books Outsmart Your Brain; The Discomfort Zone and Wander Woman have appeared in business and psychological publications around the world.Her latest international bestseller, Coach the Person, Not the Problem: A Guide to Using Reflective Inquiry, was released this past June to rave reviews by coaches and organizational leaders.Topics Covered:- What does it really take for leaders to be better?- First what stops leaders, then what they should do- What's getting in my way of doing what I think I should do- Change is a transformational process that takes time- Leaders often don't want to admit they need courage- We're getting better as employees are demanding we listen, acknowledge - and value them- Leaders are forced to become more connected with others- The younger employees are quicker to say 'I'm out of here'- We have a radar for authenticity- Presence has more impact than the words you choose- You have to bring the right energy to those conversations- Emotional reflection before the conversation- Do what athletes do to prepare- What to do if you feel off balance in the conversation- Develop connected presence- Set an emotional intent- Leaders misunderstand the word 'listening'- Can you fully receive and appreciate what the other is communicating?If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

My guest today is Joe Jacobi. Joe was a member of the US canoe team at the 1992 Barcelona Olympics, competing in the C2 slalom event. He and his partner captured the gold medal, the first American team in Olympic history to capture a gold medal in white water slalom.In 2000, Joe was named 'Paddler of the Century' by Paddler Magazine. In 2010, he became the Chief Executive Officer for USA Canoe/Kayak, the national governing body for Olympic level paddle sports in the United  States. Jacobi served as an analyst for NBC Sports coverage of Canoeing at the 2008 Summer Olympics.Joe is a performance coach, collaborating with leaders and teams to create and perform simple and clear plans that move them outside the noisy day to day rush of life and bring focus to what truly matters most.Senior execs from Fortune 50 companies to business owners to world class athletes seek his help to improve performance and unleash their hidden talents and attributes. If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.Topics Covered: The importance of rest and recoverySleep as crucial as fitness and nutritionJim Loehr: High performance sport and the corporate athleteDon't let the times you're 'on' run over and on top of one anotherChange your disposition to perform when you need toZero or OneEverything can be a practice to get better at, even sleepingWhat's the easiest way to exercise that muscle you'll use in a bigger more dramatic way in high pressure circumstancesBlock out the space is the first step in doing Deep WorkLessons as CEO of USA Canoe Kayak under the US Olympic CommitteeThe importance of the story you tell yourselfSmall steps forward, no big jumpsInsights from the Pyrenees; Simple, slower and lessHone your technique in flat water to perform in the rapidsPerfect your technique to be more efficient over timeIn a time trial sport, I don't bring a stopwatchIf you aren't blinded by the targets and goals, what would you do differently?Practice in less consequential situationsThe river as a metaphorAlignment and co-existence with the uncontrollablesThe river as the best life coachFocus on the start line, be fully present in yourself before the chaos