Podcasts about account management

Can the fragility of relationships become a strategic advantage in affiliate relationship management?In this episode of the Affiliate Marketing Podcast, Lee-Ann sits down with Tali Chester, Senior Director, Account Management at Semantic Labs, to explore how performance-driven affiliate marketing intersects with human relationships, sensitivity, and trust. Tali shares her journey from fundraising at Greenpeace to leading high-impact digital marketing campaigns, showing how empathy, accountability, and clear communication support stronger affiliate partnerships.The conversation looks at the balance between analytical precision and authentic relationship-building. Tali explains why, even in a more automated and AI-driven marketing environment, the human side of affiliate program management remains critical for long-term success. From managing performance-only campaigns across hundreds of clients to building trusted affiliate relationships, this episode explores the balance between metrics, strategy, and personal connection.Affiliate Relationship Management Talking Points:Tali's unconventional path into affiliate marketing and how human connection guided her journey.How Semantic Labs approaches performance-only campaigns across multiple verticals without cannibalising clients' paid search efforts.The role of sensitivity and fragility in maintaining long-term, trusting relationships with affiliates and partners.Key strategies for balancing AI-driven tools and human judgment in decision-making.Lessons from running large-scale campaigns and handling high-stakes client relationships with accountability and transparency.Performance Marketing Accountability at ScaleSemantic Labs operates with a performance-first model, managing hundreds of clients while focusing on paid search to drive leads and revenue. Tali emphasises that accountability is built into the culture: her team reviews client campaigns monthly, monitors spend versus performance, and actively optimises traffic and keywords to ensure results. This rigor allows clients to scale without upfront risk while maintaining low operational costs. The conversation highlights how performance-focused strategies require detailed attention, strategic planning, and a commitment to metrics, proving that strong results come from persistent, hands-on management.Trust and Human Relationships in Affiliate PartnershipsTali shares a powerful perspective on the fragility inherent in affiliate relationships: sensitivity and empathy are not weaknesses but forms of intelligence that build trust. Even in an AI-driven landscape, success depends on authentic human connections, vulnerability, and humility. By nurturing these relationships, her team strengthens engagement, fosters collaboration, and ensures that performance campaigns succeed while sustaining long-term partnerships. This approach illustrates that in affiliate marketing, the human element remains a decisive factor, complementing technology and analytics.What This Affiliate Marketing Podcast Episode Covers:How performance-only campaigns are executed without cannibalizing client efforts.Balancing AI tools and human judgment in affiliate management.Why fragility and sensitivity are critical for building trust and maintaining relationships.Lessons from managing high-volume campaigns and fostering accountability across teams.Practical advice for new and experienced affiliate managers on combining strategy with humanity.Key Segments of This Podcast and Where You Can Tune In to Go Direct:[10:00] Performance-only campaigns and operational transparency[14:48] Sensitivity and fragility as intelligence in partnerships[20:40] Paid search evolution, AI, and the changing affiliate landscape[28:28] Rapid-fire insights: relationships, accountability, and humilityGet More Affiliate Marketing Podcast InsightsDiscover how to combine performance metrics with authentic human relationships in your affiliate programs. Tali Chester shared practical strategies for running performance-only campaigns, maintaining accountability, and nurturing sensitive, trust-based partnerships that drive results. If you are interested in finding out how Semantic Labs can help your business, check them out HERE.Sign up for the Affiverse Newsletter at affiversemedia.comAlready subscribed? Share this episode with any affiliate manager who has ever wondered why their network feels like it was built for everyone except the partner.Subscribe to the Affiliate Marketing Podcast on Apple PodcastsSubscribe to gain insights into scaling campaigns with accountability, sensitivity, and trust, even in the era of AI and automation.Click here to rate and review, scroll to the bottom, tap to rate with five stars, and select "Write a Review."Send me a text with your questions

Send us Fan MailIf your agency stops the moment you step away, that's not a client problem; it's a systems problem. And it's one that has a very clear solution.I sat down with Taylor McMaster, founder of DOT & Company, to talk about the client account management model she built over nearly seven years that quietly freed hundreds of agency owners from the meeting cycle, the email threads, and the feeling that every client relationship depends on them personally.Taylor didn't just build a service. She built a business she could fully step away from, taking six months off without touching Slack or Asana, and then successfully exited through an acquisition by E2M Solutions. The proof of concept is the life she lived while building it.If you've ever told yourself your clients only want you, this episode is going to challenge that story and give you a real path forward.Books MentionedBuy Back Your Time by Dan MartellCrucial Conversations by Joseph GrennyThe Compound Effect by Darren HardyTo learn more about how DOT & Company can remove you from the day-to-day of client management, head to dotandcompany.co. You can also connect with Taylor directly on LinkedIn; she's very active there and would love to meet you.Join Dr. William Attaway on the Catalytic Leadership podcast as he shares transformative insights to help high-performance entrepreneurs and agency owners achieve Clear-Minded Focus, Calm Control, and Confidence.Free 30-Minute Discovery Call:Ready to elevate your business? Book a free 30-minute discovery call with Dr. William Attaway and start your journey to success.Special Offer:Get your FREE copy of Catalytic Leadership: 12 Keys to Becoming an Intentional Leader Who Makes a Difference.Connect with Dr. William Attaway:WebsiteLinkedInFacebookInstagramTikTokYouTube

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are your account managers drowning because you never built the system around them? Are you still the one clients call when something goes sideways, even though you hired someone to handle that? In seven years, today's featured guest and her co-founder built a team of six and developed an account management structure that worked well enough to earn a speaking slot at Elevate. She'll break down the exact touchpoint cadence her agency uses to retain clients and grow accounts, what she looks for when hiring account managers, and what it took to actually get out of the way. She'll also share what makes a co-founder partnership work when so many of them fail. Michelle Keckler is the co-founder of KNC Marketing, a full-service digital marketing agency based in Nashville, Tennessee. She and her co-founder Danielle launched the agency after Danielle was laid off from a company they both worked at. Within two months they had enough clients for Michelle to leave her corporate job. Michelle spoke at Elevate and has been a member of the Agency Mastery Mastermind. Her focus inside the agency is on client relationships, account management structure, and building a team that can own outcomes without founder involvement. In this episode, we'll discuss: How to set your account managers for success What to look for in an account manager Why letting go is not a one-time decision Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Toggl: Most agencies are losing 15–30% of their profit every year: lack of time tracking, messy manual timesheets, scope creep, untracked revisions, and all those "quick" client requests that never get billed. Toggl has created a fast, interactive way to uncover exactly where your margins are leaking. Start your investigation now at toggl.com/smartagency and use the code SMARTAGENCY10 at checkout for a 10% off annual plans. The Account Management System That Actually Retains Clients For Michelle, the first step to setting her account manager for success is to hand off ownership of that account to them right away and make that clear to the client. After that, they rely on a structured cadence built around three consistent touchpoints: weekly status updates so clients always know where things stand, monthly meetings to review campaign metrics and look at the next 30, 60, and 90 days, and quarterly business reviews that step above the day-to-day to assess overall direction and impact. What makes the cadence work is not the frequency. It is what happens inside each touchpoint. Michelle is specific about this: the monthly meeting is more than just a metrics review. It is an opportunity to ask the client what has changed in their business, whether they made a key hire, lost a team member, or landed a new account that shifts priorities. Often agencies get so focused on delivering the work that they stop asking questions that would help them serve the client better. That gap is where accounts quietly go sideways before anyone notices. Who to Hire for Account Management (And What to Actually Look For) Account management is one of the hardest roles to hire for because it requires a combination of skills that rarely come packaged together. Michelle is direct about this: you are looking for someone who can sit in a room with a client, speak confidently about the work, handle a difficult pricing conversation, and bring enough business understanding back to the internal team to actually inform strategy. She calls it a unicorn role, and she means it. What she's learned through experience is that marketing background matters less than business acumen and leadership mindset. Several of their best account managers came from strong business backgrounds with no formal marketing experience. They hired for values alignment and problem-solving ability, then trained the rest. The interview process shifted from culture-fit questions toward situational ones: how would you handle a frustrated client, tell me about a hard conversation you navigated. Knowledge can be taught. The instinct to lead a client relationship under pressure cannot. Getting Out of the Way Is a Decision You Have to Make More Than Once Michelle is honest about the fact that letting go of account management was not a one-time decision. It was a pattern she had to interrupt repeatedly. Early on she stayed involved because she knew her first hire personally. As the team grew, the justification changed but the behavior did not. advice from Darby, Agency Mastery's Agency Scale Specialist, to take the floaties off and let her people swim, stuck with her because it named the real problem: the systems were in place, the people were qualified, and she was still hovering. The practical shift that made the difference was removing a bottleneck in the operations structure. Danielle had been handling project management as an additional layer between account managers and the internal team. Moving project management back to the account management team eliminated a handoff, sped up delivery, and forced the account managers to own the full outcome of each client relationship. That structural change did more than any mindset shift could on its own. The role became clearer, the accountability became cleaner, and the team stepped into it. What Makes a Co-Founder Partnership Actually Work Michelle and Danielle are cousins who have built a seven-year agency together, which puts them in a small category. Michelle is candid about why she believes many partnerships fail and why theirs has not. The foundation is shared values and a shared goal for the business. The operating reality is that they have very different personalities, and that difference is a feature, not a bug. Danielle is the fast implementer. Michelle is the one who wants to think it through. One is the gas, one is the brake, and the business has avoided several train wrecks as a result. What she is clear about is that a partnership is not a shortcut. It requires the same kind of honest communication and tolerance for imperfection that any long-term relationship does. There will be stretches where one partner is carrying more than the other. There will be disagreements about pace, direction, and priorities. What matters is that both people want what is best for the business and the team, and can say the hard thing to each other when it needs to be said. Michelle is not selling the partnership model to everyone. She is saying that if you find someone with complementary strengths and the same core values, do not let the fear of conflict talk you out of it. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

We're lucky to have Mark Sellers with us this week. He's the author of "The Funnel Principle" and "Blind Spots: The Hidden Killer of Sales Coaching," whose programs have been implemented in 20 countries. Mark shares his expertise on building effective key account teams, the importance of stakeholder mapping, and how to access senior decision-makers. Our conversation covers essential tools and methodologies, best practices for creating living, and the critical role of cadence in driving meaningful progress. You'll also hear a compelling real-world example from Mark's coaching experience, along with a practical list of key account management do's and don'ts.   Outline of This Episode [00:00] Strategizing account growth [05:03] Understanding stakeholders in accounts [06:45] Importance of key account plans [12:23] Key account management tips [14:54] Building a global sales process   The Value Perspective Key accounts are identified by the current value they deliver—often representing a significant portion of revenues or profits—or by their future potential to grow into major contributors. Drawing on the 80/20 principle, Mark highlights how companies like ITW prioritize the accounts that already provide substantial value ("the 80s") while also identifying those with "80 potential" for strategic investment. But the real challenge is not just identification; it's executing strategies to maximize those accounts. Organizations often stumble here, emphasizing selection but failing to follow through with disciplined execution.   Building Teams for Success: Beyond the Solo Manager One of the most common pitfalls in transitioning from selling to managing key accounts is treating the process as a solo endeavor. Organizations must assemble dedicated teams for key accounts, not leave managers struggling alone. This approach leverages diverse expertise, aligns strategic objectives, and prevents competing agendas within the team. Too often, companies pile management responsibilities onto a salesperson whose instinct is to land deals and move on, rather than nurture long-term relationships. Success depends on both organizational support and the manager's mindset.   Knowing Who's Who in the Zoo Effective key account management relies on understanding all stakeholders who influence your company's position within the client account. Mark emphasizes the necessity of stakeholder mapping, identifying advocates, influencers, veto holders, and competitors' supporters. Even when direct access to senior decision-makers like CFOs or CEOs is limited, having a plan to reach and engage relevant stakeholders is vital. "Top-to-top" meetings—matching executives on both sides—facilitate alignment and deepen relationships, ensuring objectives are mutually understood.   Discipline Drives Progress Mark believes that there are two essentials when it comes to tools and methodologies: a robust key account plan and a systematic cadence for reviewing progress. The plan's worth depends on consistent follow-up; monthly or quarterly reviews ensure tasks are completed and strategies evolve as needed. Without cadence, even the best plans become stale reports. A structured playbook for these reviews fosters productive conversation and accountability—vital ingredients for moving the relationship forward. When it comes to key account plans, less is more. Mark advocates for concise plans—no more than two to three pages, supported by CRM for detailed information. Overly complex, document-heavy plans are rarely executed effectively. The best practice is to focus on live conversations that address progress, challenges, and next steps.   Resources & People Mentioned Strategic Account Management Association   Connect with Mark Sellers Mark Sellers LinkedIn URL - https://www.linkedin.com/in/funnelprinciple/ Mark Sellers Twitter URL – https://x.com/funnelprinciple  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Strategic accounts expose where most sales approaches break down, especially when technical capability fails to connect to enterprise-wide value. In this replay segment, Jane Thompson unpacks what it actually takes to navigate complex, multi-division organizations, from building aligned champions to translating solutions into outcomes that matter at the board level. The conversation highlights why intellectual curiosity, multi-threaded engagement, and disciplined account mapping remain non-negotiable for sellers operating at the highest level. Jane Thompson is a sales leader at BigPanda with deep experience selling into complex, multi-division enterprise accounts and building high-impact strategic sales motions. Connect with Jane: LinkedIn Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

CCP welcomes returning guest Michael Thomsen of Origin 84 from Sydney, Australia and discusses how he prepares to leave his business for long travel by relying on organizational design, documentation, and clear accountability, using Confluence and EOS-style role success criteria to prevent gaps and duplication. They explore perfectionism versus "good enough," emphasizing repeatable standards a team can deliver, protecting integrity, and avoiding preventable mistakes. The conversation shifts to why SOC 2, HIPAA, and ISO 27001 matter as clients face more vendor-risk questions, and how policies differ from procedures by enabling decentralized decisions. Michael explains Origin 84's fixed-fee, services-first model and a "magic quadrant" approach that moves from help desk and IT admin to account management and strategy, using root-cause fixes across all clients. He details standardizing on Microsoft-first tooling (including Entra SSO for Google), vendor-risk concerns, and how certification frameworks drive continual improvement and practical, auditable policies.   00:00 Welcome Back Michael 00:35 Travel Rituals Offline 01:14 Leaving the Business 03:23 Planning Like Military 04:47 Runbooks EOS Accountability 07:22 Perfection Versus Good 13:53 Standards And Certifications 16:32 Policy Versus Procedure 17:56 Building Sticky Services 20:14 Magic Quadrant Strategy 23:16 Fix Root Causes 26:21 Flat Rate Incentives 27:45 Strategy Alignment Limits 29:13 Listening Before Pushing 30:08 Pricing Pushback Story 31:52 Standardize Security Baselines 34:33 Paying for Certification Proof 36:10 Cut Costs via Account Management 36:50 Client Owned Subscriptions 39:21 Microsoft as North Star 41:10 Vendor Risk and Contingencies 47:37 Entra SSO for Google 50:46 ISO 27001 Policy Reality Check 54:57 Part Two Wrap Up

In this episode of the PPC Den Podcast, host Michael sits down with Emanuel Popescu, the Director of Account Management at AMZ Advisors, to reveal the high-stakes world of global Amazon expansion. Managing a massive team of 80 people, Emanuel shares the "hard-won" secrets of brands that successfully break into Europe, Japan, and beyond.If you've ever considered taking your brand international but felt overwhelmed by the risks, this conversation is your roadmap. You'll discover why your successful US listings might actually fail in the UK or Germany if you don't change a single word or image, and why most sellers lose money by treating expansion as a simple "copy-paste" side project. From the nuances of localized keyword research to navigating the complex tax landscapes like VAT, Michael and Emanuel break down the top five mistakes that can sink an international launch and provide the exact PPC strategies you need to dominate foreign marketplaces from day one.We'll see you in The PPC Den!

This week's episode is a throwback conversation that I had while I was leading Account Management at Dooly. While at Dooly, cross-functional alignment was crucial for our teams, and the incredible Marketing team allowed me the chance to host “Fire Talks” their spin off of Hot Ones.During this show, the 30 Minutes To President's Club Hosts joined me to eat some really hot Hot Sauce, and ask them some even hotter questions on the world of Sales. This was a fun conversation where Nick almost cried. Please enjoy this week's Spicy conversation with Nick Cegelski, and Armand Farrokh. ____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmdail.com, or find me on LinkedIn.If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!Enjoy the show!

Are you struggling with misaligned pricing strategies that leave money on the table? Many sales leaders find themselves caught between traditional seat-based models and what customers value. There's a better approach that can increase contract values by over 200% while simplifying your sales conversations. In this episode, Keith Bossier, VP of Sales at SDOCS, shares how his team transformed their entire pricing strategy from user-based to consumption-based models. His insights reveal practical steps for aligning pricing with genuine business outcomes that customers care about most. Keith breaks down the critical misalignments between marketing, sales, and customer success teams that drain revenue potential. He explains how removing traditional barriers—like eliminating SDRs entirely—can create more direct pathways to qualified prospects and accelerate deal cycles. Revenue Operations Framework for Growth Keith discusses implementing a comprehensive revenue operations program that aligns teams around shared goals. He shares how they restructured customer success roles to function more like account managers with implementation responsibilities, creating new revenue streams from existing accounts. The conversation explores building effective partner ecosystems without massive hiring sprees. Keith reveals how SDOCS signed over 50 new partners in 12 months by focusing on system integrators and technology partnerships that amplify reach efficiently. Learning from Sales Failures Keith opens up about a six-figure deal he lost early in his career—not because of product gaps, but because he failed to connect with the customer's real pain points. This experience shaped his entire approach to coaching sales teams, emphasizing empathy over feature presentations. He shares practical techniques for handling rejection and building team resilience. His approach focuses on understanding why deals don't close rather than simply pushing through objections, creating stronger connections with prospects. What You'll Learn: ●       How to transition from seat-based to consumption-based pricing models ●       Strategies for aligning marketing, sales, and customer success around revenue goals ●       Methods for building partner ecosystems that expand reach without adding headcount ●       Techniques for coaching teams to handle rejection and build resilience ●       Why slowing down in discovery can actually accelerate your sales cycles Keith's approach demonstrates that successful sales isn't about perfecting your pitch—it's about genuinely understanding what keeps your customers awake at night and positioning your solution as the bridge to their desired outcomes. Key Moments of This Episode 00:01:46 - Introduction to Keith Bossier and SDOCSKeith Bossier, VP of Sales at SDOCS, introduces himself and explains how his company provides document automation and e-signature solutions that help businesses accelerate contract processes and revenue collection. 00:03:44 - Personal Journey: Overcoming Heart Surgery ChallengesKeith shares his inspiring personal story of surviving two open-heart surgeries and how he's thrived despite health challenges, even competing in triathlons and half-marathons. 00:06:28 - Pricing Strategies in Volatile Market ConditionsDiscussion of current economic uncertainty and how companies must adapt to pricing models. Keith explains the shift from user-based to consumption-based pricing at SDOCS, resulting in significant contract value increases. 00:13:43 - Aligning Marketing, Sales, and Customer Success TeamsKeith addresses common misalignments between departments and shares three key strategies: aligning revenue responsibilities, creating cross-functional accountability, and focusing on lead quality over quantity. 00:17:56 - Customer Success as Account Management with ImplementationExploration of how customer success teams can function more like account managers with revenue responsibilities, requiring sales-minded professionals rather than traditional support staff. 00:29:45 - Building Effective Partner Ecosystems for GrowthKeith discusses partner-led growth strategies, including working with system integrators and technology partners to expand reach efficiently without hiring additional full-time employees. 00:37:02 Learning from Sales Failures: The Power of EmpathyKeith shares a pivotal early career loss that taught him the importance of understanding customer pain points rather than just showcasing product features, shaping his coaching philosophy. 00:41:57 - Building Resilience: Handling Rejection in SalesStrategies for helping sales teams manage rejection, including debriefing losses, celebrating progress milestones, and maintaining emotional equilibrium through the ups and downs of sales cycles. About Keith Bossier Keith Bossier has 20 years of experience in driving revenue growth and optimizing sales operations with a proven track record in diverse industries, Keith has delivered exceptional results and provided unrivaled solutions to customers worldwide. His expertise spans from go-to-market strategy to revenue optimization and practical strategies for sales success. He has significant experience in SaaS sales, having held key roles at Salesforce, NetSuite, and FIS, and holds a B.A. from DePaul University as well as an M.B.A. from the Quinlan School of Business, Loyola University Chicago. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About 9-1 FlyMSG Features Like: ·         FlyMSG LinkedIn Auto Comment Generator by Vengreso ·         FlyMSG AI Social Media Post Generator by Vengreso ·         FlyMSG Auto Text Expander by Vengreso ·         FlyMSG AI Grammar Checker by Vengreso ·         FlyMSG AI Sales Roleplay and Coaching by Vengreso ·         FlyMSG Paragraph Rewrite by Vengreso ·         FlyMSG Sales Prospecting Training for Individuals by Vengreso ·         LinkedIn Profile Makeover for Sales Teams ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension

In higher ed, international travel safety is crucial. With studies abroad, research collaborations, global partnerships, and athletics, managing risk and protecting people is crucial. But many travel programs have not kept up with need, and schools are left with more exposure to risk than they may know. 280,000 students study abroad each year, and many institutions don't know where all their travelers are. In this podcast, E&I and CTP discuss how institutions can help keep their college president from taking a dreaded midnight phone call to learn that traveling students are in harm's way. E&I Host: Dennis Hyde, Category Marketing Manager, E&I Cooperative ServicesGuests: Morgan Hoyt, VP of Business Development & Account Management, CTP; Ben Rader, Director of Business Development, CTP           Cooperatively Speaking is hosted by E&I Cooperative Services, the only member-owned, non-profit procurement cooperative exclusively focused on serving the needs of education. Visit our website at www.eandi.org/podcast.Contact UsHave questions, comments, or ideas for a future episode? We'd love to hear from you! Contact Cooperatively Speaking at podcast@eandi.org. This podcast is for informational purposes only. The views expressed in this podcast may not be those of the host(s) or E&I Cooperative Services.

Ellis Verdi is a prominent American advertising and marketing executive best known as the Founder and President of DeVito/Verdi, an independent, award-winning agency based in New York City. Professional Career & DeVito/Verdi Early Career: Verdi spent the first half of his career on the "client side," holding positions at PepsiCo (managing Mountain Dew and diet brands), American Home Products Ltd., and the Grey Group, where he served as Vice President of Account Management. Agency Founding: In 1989, he launched his own firm, Ellis Verdi & Partners, as a one-man operation from his living room, famously making over 100 cold calls a day to build his client list. Partnership: In 1993, he partnered with creative director Sal DeVito to form DeVito/Verdi. Under his leadership, the agency has been named "The Best Agency in the U.S." six times by the American Association of Advertising Agencies (4As).

Wil je ontdekken hoe je als leider voorbij aannames kijkt en een team ontwikkelt dat verantwoordelijkheid neemt voor resultaat? Dan is deze aflevering voor jou. Mensgericht verkopen gaat niet over betere scripts, maar over begrijpen wat mensen werkelijk tegenhoudt. In deze aflevering ontdek je waarom overtuigingen vaak een grotere impact hebben dan skills. In deze aflevering van Salesbazen gaat Josef Stevens in gesprek met Thimo Sonius (360Start) over een van de meest onderschatte thema's in sales: waarom prestaties vaak verkeerd worden geïnterpreteerd. In salesmanagement kijken we naar resultaten en trekken snelle conclusies: "Hij kan het niet." Tegelijkertijd denken salesprofessionals: "De leads zijn slecht" of "de prijs is te hoog." Maar wat als beide overtuigingen niet kloppen? Deze aflevering gaat niet over scripts of trucjes, maar over wat er écht speelt onder de oppervlakte. Over overtuigingen, ego, en het vermogen om eerlijk naar jezelf te kijken. Want duurzame groei ontstaat niet door harder te duwen, maar door mensen in hun kracht te zetten. Dat is de basis van mensgericht verkopen. #mensgerichtverkopen #salesmindset #salescoaching - Lees het volledige achtergrondartikel op www.salesbazen.com Connect met Josef Stevens | LinkedIn. - Salestraining voor uw organisatie? Mensgericht verkopen, top Sales Training in Nederland: Sales Mindset Sales management Sales team ontwikkelen Accountmanagement training Sales coaching www.stevensacademy.nl / Josef Stevens: 06-87608311 / josef.stevens@salesbazen.com

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you winning exciting projects but still feeling exhausted at the end of every quarter? Does your agency look successful from the outside, yet feel fragile or chaotic behind the scenes? For most agency owners, the real struggle isn't creativity. It's sustainability. The real challenge begins after the win, when you have to deliver consistently, protect your margins, manage your team, and somehow still have the energy to lead. Michael Boychuk is the founder and creative director of DNA&Stone, a creative agency that deals in real emotion and embrace the hard truth, understanding that brands that connect emotionally see 50% higher revenue growth. He'll talk about scaling creatively led agencies, navigating mergers, embracing productive conflict, and integrating AI without sacrificing emotional storytelling. In this episode, we'll discuss: Why creative isn't enough The merger process Embracing tension & clear swim lanes in partnerships Set audacious goals or stay average Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Toggl: Most agencies are losing 15–30% of their profit every year: lack of time tracking, messy manual timesheets, scope creep, untracked revisions, and all those "quick" client requests that never get billed. Toggl has created a fast, interactive way to uncover exactly where your margins are leaking. Start your investigation now at toggl.com/smartagency and use the code SMARTAGENCY10 at checkout for a 10% off annual plans. Leaving Amazon to Start a Creative Agency Michael's career began in small, strategy-led creative shops before moving to Leo Burnett in Chicago. Eventually, he crossed to the client side as Global Executive Creative Director at Amazon, working closely on major brand initiatives. While many creatives were moving in-house at the time, Michael saw the gap in how external agencies worked with internal creative teams. Even the most respected agencies struggled to collaborate effectively with in-house counterparts. So he made the decision to leave Amazon to start his own agency. He co-founded Little Hands of Stone (later merging to become DNA&Stone), building a nimble, creatively driven agency with operational discipline at its core. The goal wasn't to be another agency in a crowded market. It was to build one that worked differently. The Project Roller Coaster: Why Great Creative Isn't Enough In the early years, Michael and his partner excelled at landing high-impact project work. The agency would scale up quickly, execute powerful campaigns, and then scale back down. The upside: Strong margins. The downside: Revenue volatility. Some months were record-breaking. Others were terrifying. This feast-or-famine model made it difficult to invest in long-term infrastructure, particularly account management and relationship-building functions that sustain retainer revenue. As Michael put it, scaling into projects and rapidly reducing afterward may be profitable, but it's not easily sustainable. That realization set the stage for a major shift. The Merger: Combining Creative Firepower with Account Stability After years of competing against DNA, Michael's firm began merger conversations. His six-year-old, creatively led shop was volatile but high-impact. DNA, a 26-year-old agency, had stable retainer revenue and strong account leadership. They were opposites and that made them perfect. The nine-month merger process was far more complex than expected. Michael describes it as "drawing up a marriage certificate." But strategically, it functioned like a time machine, instantly solving growth limitations both firms faced independently. However, merging on paper is easy. Operationalizing it while "building the plane during barrel rolls" is the real challenge. One year later, they're still refining the model and balancing creative ambition with financial discipline. Account Management vs. Creative Leadership One of the biggest lessons Michael learned post-merger is the value of strong account leadership. Creative leaders tend to chase the next exciting idea. Account leaders think in terms of long-term relationships, financial discipline, and sustainable growth. You need both. Rather than avoid tension, the four partners embrace it. Michael believes healthy conflict is essential. If there's no disagreement, you're probably not addressing the real issues. But the key is respectful conflict rooted in trust. They operate with: Clear swim lanes (each partner has decision authority in their domain) Open debate before decisions 100% alignment after decisions are made No back-channel dissent or lingering resentment. Only unified execution. Embrace the AI Wave But Protect the Emotion Michael doesn't sugarcoat his views on AI. If agencies aren't actively integrating AI into workflows and developing proprietary approaches, they risk irrelevance. But he also warns against overcorrection. Yes, AI improves efficiency and enhances pre-visualization and brainstorming. Yes, it can increase margins. But creative agencies aren't data-processing factories. They're emotional engines. In his view, the industry is currently drowning in data while starving for emotional resonance. AI can create competent output but it often carries a detectable "stink," a subtle lack of human nuance. He chooses to use AI to: enable better creative. improve efficiency. remove bottlenecks. However, it should not be used to replace emotional storytelling. Because humans still crave human connection and no algorithm can replicate lived experience. Set Audacious Goals or Stay Average The biggest lesson Michael took from his time at Amazon working directly with Jeff Bezos was to set ambitious goals. After campaigning to have an Amazon ad during the Super Bowl, he got Jeff's attention and set out to create a top-five Super Bowl ad. But during development, director Wayne McClammy challenged him: "Why aim for top five? Why not number one?" That shift in ambition changed everything. Every decision became filtered through one question: Is this the move that gets us to #1? The resulting product was the "Alexa Loses Her Voice" Super Bowl spot featuring Cardi B and Anthony Hopkins. And, yes, it was ranked the number one Super Bowl ad that year. The lesson for him was about standards. If your goals don't make you nervous, they're not big enough. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

Experienced entrepreneur with a demonstrated history of operating successful businesses in multiple different vertical markets. Skilled in Leadership, Recruiting, Development, Negotiation, Sales, Value Selling, Account Management, and Strong knowledge of various CRM programs. A true competitor with a WIN mentality.

National Director of Account Management of Sales of IQVIA's Chris Hankey discusses biobanking, digital transformation, and better health outcomes for patients. Get full access to NPC Healthbiz Weekly at healthbiz.substack.com/subscribe

In this episode, we host special guest Tim Stoltenberg, the Creative Director of Dad's Garage (www.dadsgarage.com) - the legendary Atlanta-based improvisation team.  From Tim we learn about:How improv skills are not about being funny, but about listeningUsing improv to solve problems togetherListening to understand, instead of to respondUsing “yes and..”Avoiding bulldozingUsing silenceAnd a deep discussion of the meaning of the word portmanteau.Be sure to check out Dad's Garage!

Check out our team workshops: https://www.thecustomersuccesspro.com/team-eventIn this episode of the Customer Success Pro Podcast, Anika Zubair discusses the evolving landscape of customer success, emphasizing the need for clarity in roles and outcomes. She highlights the ambiguity that has plagued customer success teams and the pressure they face to demonstrate value. Anika outlines common mistakes made in customer success practices and offers strategies for defining success in terms of customer outcomes. The episode concludes with a challenge for listeners to articulate the impact of their work in a way that resonates with business objectives.Chapters00:00 Introduction01:26 The Redefinition of Customer Success03:58 The Ambiguity of Customer Success Roles08:33 The Pressure on Customer Success Teams10:48 Common Mistakes in Customer Success18:39 Strategies for Defining Customer Success23:32 Weekly Challenge and RecapConnect with Anika Zubair:Website: ⁠https://thecustomersuccesspro.com/⁠LinkedIn:  ⁠https://www.linkedin.com/in/anikazubair/⁠RevUP Academy: ⁠https://thecustomersuccesspro.com/revup⁠Grab our FREE resources here: ⁠https://thecustomersuccesspro.com/resources⁠Want to be our next podcast guest? Apply here: ⁠https://www.thecustomersuccesspro.com/podcast-guest⁠Book Anika as a speaker at your next team event: ⁠https://www.thecustomersuccesspro.com/team-event

This week I continue The Search For An Account Management Tool [powerpress]

Text us your questions and thoughts!What happens when you move your CS career from London to Dubai and rebuild your playbook from the ground up? We talk about that with Jomilsa Sousa, Customer Success and Account Management consultant & coach, and the Founder of The Success Studio, where she helps Customer Success professionals and businesses unlock their full potential. Currently, she also serves as Account Manager at Cirium (and when this was recorded, she was CS Account Manager at LexisNexis Middle East)In this episode, Jomilsa unpacks how digital transformation in the Middle East collides with a culture that prizes in‑person trust, and why that mix is changing how teams design onboarding, renewals, and growth. AI is powerful for churn prediction and business reviews, but the story that convinces a stakeholder to stay is still a human one.We explore:Cultural nuance shaping CS across the Middle EastAI for churn prediction and reviews, humans for narrative and trustRising demand for CS Ops, technical CSMs and community rolesEmpathy as a strategic advantageBuilding systematic visibility: weekly updates, impact docs, public winsWe also dig into the mindset that sustains momentum: pivot quickly when the signal changes, lead without the title, and make someone's day easier as a daily north star. If you're navigating AI, global accounts, or a big move of your own, this conversation offers a clear, human map for what works (& what doesn't).And if this conversation resonates, follow the show, share it with a teammate who needs fresh tactics, and leave a quick review to help more listeners find us.

This is one of my favorite conversations that I wanted to replay this week. If you are in any post sales Customer Success, or Account Management world, you have most likely heard of this week's guest. This week's guest started his journey studying Information Systems and Software Engineering before making the shift into Professional Services, Support, and Customer Success. At the time of recording, he was an Executive VP of Corporate Market and Chief Customer Officer at Higher Logic. Now, he is the CEO of Balboa Solutions, where they help their clients maximize the value of the Pendo platform to power adoption, enablement, and user analytics.This week's guest is the heart of Mount Pleasant, South Carolina, Mr. Jay Nathan. In this week's episode, we discussed:Customer Centric MindsetNatural Curiosity For CustomersLessons From Duke Energy (Large Enterprises and Heavy Process)The Start of The Largest CS CommunityUsing Your Own ProductMuch More! Please enjoy this week's episode with Jay Nathan.____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn

It's the beginning of the year, and for independent retailers, knowing what consumers are buying is half the battle. In this episode of Rooted in Retail, Crystal Vilkaitis sits down with Anjarae Hamilton, Head of Retailer Sales and Account Management at FAIRE, to break down the highly anticipated 2026 Faire Forecast.Anjarae reveals the four major data-backed trends shaping consumer behavior this year, all centered around the theme of "self-expression". From the rise of "Well-Read" retreats to the maximalism of "More is More," this conversation provides a roadmap for what to stock to stay relevant. Beyond the trends, Anjarae shares crucial strategies for staying profitable amidst economic uncertainty, the importance of agility in buying, and how FAIRE is leveraging AI to simplify the search process.This episode is your ultimate guide to a successful year.[2:19] Anjarae's journey from small-town Tennessee to leading sales at FAIRE[4:43] The 2026 Forecast theme: Investing in the truest self[5:56] Trend 1: Well-Read—Why books and reading retreats are booming[6:00] Trend 2: Fanfare—Preparing for the Olympics and World Cup watch parties [7:08] Trend 3: More is More—The return of maximalism and bold prints [8:50] Trend 4: Witching Hour—Magic, manifestation, and astrology[14:53] How successful retailers are adjusting buying habits to stay profitable[18:08] Using AI and Natural Language Search to find the perfect inventory [22:25] The "iTunes model" of wholesale: Testing consolidated shipping [23:44] FAIRE Direct: How to get commission-free orders with existing brand relationships [26:12] "Point of Slay": Saving time with POS integrations Join the Rooted in Retail Facebook Group to continue the conversation Join our newsletter for all the latest marketing news for retailers Show off your super fandom by getting your Rooted in Retail Merch! Go to http://indera.co/prompt to access the prompt

“Lazy leadership” doesn't always mean you're lazy. Often it's what happens when capable leaders get pulled into constant demands, fire drills, and decision fatigue—until intentional leadership quietly disappears. In today's conversation, I'm joined by Corinne Gavlinski (Founder & CEO of The Gav Group) to name what this looks like in real leadership life, what it costs, and the antidote: creating space to reflect, getting back into your Impact Zone, and taking small, deliberate actions that restore clarity and momentum. We also talk about identity jolts—those messy, humbling chapters that can become a catalyst for more grounded leadership when you stop trying to “power through” and start leading from truth. What you'll learn in this episode How to recognize when you've drifted into “lazy leadership” (even if you're working nonstop) The antidote: how leaders return to the Impact Zone with clarity and intention Why identity jolts can refine your leadership and strengthen your legacy Episode chapters 01:54 — What “lazy leadership” is (and what it's not) 04:27 — The Impact Zone + the antidote: space to reflect + a “catapult” tool 10:50 — Legacy leadership: “Who do you want to be remembered as?” 13:25 — Identity jolts: caregiving, pivots, ego hits, reinvention 16:30 — Betting on your innate talents (not just passion) 22:01 — A practical team clarity process (why accountability matters) 30:48 — The closing reflection + your 24-hour action step Mentioned resource The Impact Zone Guide About Corinne Gavlinski Corinne Gavlinski is Founder & CEO of The Gav Group and a thought partner to C-suite leaders who want results that matter—to their teams and their legacy. She's a former SVP of Customer Success with 20+ years in executive Sales and Account Management roles across digital healthcare and finance. She holds an MBA from Loyola University Maryland and is board-certified as an executive coach and certified as a team coach. About Kc Rossi Kc Rossi, PCC is an Integrative Leadership Coach and host of the Heart Glow CEO® Podcast, where mission-driven, high-performing leaders learn to lead with clarity, emotional steadiness, and self-trust—without burning out or abandoning what matters most.

Guy Kawasaki learned sales the hard way in the jewelry business, where every deal felt like hand-to-hand combat. With no technical background, he later joined Apple and turned those street-level selling skills into world-class software evangelism. He went on to become Chief Evangelist at Canva, shaping how the world thinks about selling ideas. In this episode, Guy breaks down why selling is the most critical skill for entrepreneurs, the sales strategies that helped him win pitches, and how to identify products or ideas that sell. In this episode, Hala and Guy will discuss: (00:00) Introduction (01:29) From Sales Rookie to Apple Evangelist (07:35) How to Get Your Big Break (11:49) Leadership Lessons From Apple and Beyond (17:51) The Art of Knowing When to Quit (24:53) How Big Career Risks Shape Success (33:22) Mastering the Sales and Pitch Strategy (42:07) Evangelism Strategy: Pitch Everyone, Always (47:43) Building Likability, Trust, and Competence Guy Kawasaki is a bestselling author, keynote speaker, and the Chief Evangelist of Canva. He previously served as the Chief Evangelist at Apple, where he popularized the concept of secular evangelism and helped make the Macintosh a household name. Guy is also the creator and host of the Remarkable People podcast, featuring world-class entrepreneurs and innovators. Sponsored By: Indeed - Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/PROFITING  Shopify - Start your $1/month trial at Shopify.com/profiting.  Spectrum Business - Visit Spectrum.com/FreeForLife to learn how you can get Business Internet Free Forever. Northwest Registered Agent - Build your brand and get your complete business identity in just 10 clicks and 10 minutes at northwestregisteredagent.com/paidyap Framer - Publish beautiful and production-ready websites. Go to Framer.com/profiting and get 30% off their Framer Pro annual plan. Intuit QuickBooks - Start the new year strong and take control of your cash flow at QuickBooks.com/money  Quo - Run your business communications the smart way. Try Quo for free, plus get 20% off your first 6 months when you go to quo.com/profiting   Working Genius - Take the Working Genius assessment and discover your natural gifts and thrive at work. Go to workinggenius.com and get 20% off with code PROFITING Resources Mentioned: Guy's Website: remarkablepeople.com    Guy's Book, Wise Guy: bit.ly/-WiseGuy  Guy's Book, Enchantment: bit.ly/-Enchantment  Guy's Podcast, Remarkable People: bit.ly/RP-apple  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap YouTube - youtube.com/c/YoungandProfiting Newsletter - youngandprofiting.co/newsletter  LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Online Selling, Economics, E-commerce, Ecommerce, Prospecting, Persuasion, Inbound, Value Selling, Account Management, Scale, Scaling, Sales Podcast

When Dan Henry was building his online business, he struggled with inconsistent sales and needed to quickly figure out how to turn prospects into paying clients. That challenge pushed him to study the psychology behind why people buy and develop sales frameworks that now generate millions in revenue and enable him to close $25K to $50K deals over text alone. In this episode, Dan breaks down his proven sales scripts, objection-handling techniques, and persuasion strategies for closing high-ticket deals and converting cold prospects into loyal buyers. In this episode, Hala and Dan will discuss: (00:00) Introduction (02:13) Building Rapport on Cold Sales Calls (07:41) Storytelling Frameworks That Boost Sales (12:15) Strategic Questioning to Uncover Buyer Intent (18:56) Objection Handling Strategies for Conversion (28:35) Identifying Buyer Motives on Sales Calls (33:29) Connecting With Audiences at Scale (37:54) Finding Fulfillment Beyond Business Success Dan Henry is an entrepreneur, bestselling author, and founder of GetClients.com. He has built multiple high-revenue online businesses by helping entrepreneurs craft compelling personal brands, structure high-converting presentations, and scale through proven sales strategies. As a business coach, Dan's frameworks have helped thousands of business owners generate millions. Sponsored By: Indeed - Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/PROFITING  Shopify - Start your $1/month trial at Shopify.com/profiting.  Revolve - Head to REVOLVE.com/PROFITING and take 15% off your first order with code PROFITING  DeleteMe - Remove your personal data online. Get 20% off DeleteMe consumer plans at to joindeleteme.com/profiting  Spectrum Business - Visit Spectrum.com/FreeForLife to learn how you can get Business Internet Free Forever. Airbnb - Find yourself a cohost at airbnb.com/host  Northwest Registered Agent - Build your brand and get your complete business identity in just 10 clicks and 10 minutes at northwestregisteredagent.com/paidyap Framer - Publish beautiful and production-ready websites. Go to Framer.com/design and use code PROFITING Intuit QuickBooks - Bring your money and your books together in one platform at QuickBooks.com/money  Resources Mentioned: Dan's Website: getclients.com Dan's YouTube: youtube.com/danhenry  Dan's Instagram: instagram.com/danhenry Dan's Bali Personal Branding Talk: getclients.com/yap  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap YouTube - youtube.com/c/YoungandProfiting Newsletter - youngandprofiting.co/newsletter  LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Online Selling, Economics, E-commerce, Ecommerce, Prospecting, Inbound, Value Selling, Account Management, Scaling, Sales Podcast

In this episode, Hasan Siddiqui, a veteran in the IT industry, recounts his extensive and diverse career in the software and technology industry, offering valuable insights and advice along the way. He starts with his academic beginnings, influenced by the late Professor V Rajaraman, and traces his journey through various pivotal roles at companies like Burroughs, Unisys, and TCS. He discusses his work on significant international projects, his tenure at CBS, his experiences with matrix organizations, corporate politics, and his eventual transition into academic roles and consulting. Hasan also emphasizes the importance of lifelong learning, maintaining professional relationships, and staying optimistic and adaptable in the ever-evolving tech landscape. 00:00 Technical Difficulties and Introductions00:52 Early Career and Influential Mentors02:43 First Major Projects and Overseas Assignments05:32 Learning and Adapting in France08:43 Transition to Account Management and Return to India12:03 Building a Career in Bangalore and Pune18:31 Navigating Corporate Politics and Final Career Moves32:03 Introduction to Can Bay and HSBC32:37 Challenges and Responsibilities at GDC35:27 Transition to Academia37:55 Return to Industry and Career Lessons40:40 Retirement and New Ventures41:55 Continuous Learning and Technology Trends45:45 Managing Large Teams and Client Relations51:51 Networking and Building Relationships54:09 Retirement Philosophy and Personal Practices01:00:40 Final Thoughts and Advice The timestamps are approximate and do not include the time for the intro. Add about 90 seconds to locate the section.Hasan Siddiqui is an alumnus of IIT Kanpur and an accomplished technology and business education leader in the international IT industry spanning corporate strategy, business development, GDC/ODC set up and operations, talent management and academics.He has played senior management roles at Cap Gemini, Tata Consultancy Services, Tech Mahindra, Covansys and Symbiosis university.He may be reached at: it.career.lighthouse@gmail.com

Thanks to our Partners, Shop Boss and AppFueledMost shop owners avoid tough conversations until it's too late. But what happens when life throws you something completely unexpected, like the sudden loss of a loved one or a health scare that takes you out of your business?In this powerful, heartfelt conversation between Darrin and Ginger Barney (Elite), and Brian and Kim Walker (Shop Marketing Pros), these industry leaders open up about the real-life wake-up calls that forced them to prepare for the unthinkable. From losing parents to near-miss tragedies, they share the emotional and logistical side of what happens when you're not ready, personally or professionally.They talk about wills, SOPs, key person insurance, and yes, those “if I die” videos nobody wants to think about but everyone needs. More importantly, they cover what it means to love your team, your clients, and your family enough to take action before the worst happens.This isn't about fear. It's about leadership. It's about responsibility. And it's about love.

“The piece that I wasn't prepared for was that the most important voice through that entire journey was going to be my own.”In this episode, Karli Elder, Director of Onboarding and Account Management at Financial Independence Group, joins Kate Volman to discuss the impact of coaching on her career and personal growth. Karli shares how coaching helped her overcome imposter syndrome, develop executive presence, and achieve better work-life integration. She also reveals how coaching has empowered her to lead with greater intention and clarity. Tune in to learn how coaching can help you unlock your potential and elevate your leadership.In this episode, you'll discover:How to use simple but precise questions to turn uncertainty into actionA practical framework to invite honest, two-way feedbackThe power of small, incremental changes to drive lasting transformationInvest in a coach to achieve your dreams: https://www.floydcoaching.com/Discover how to implement The Dream Manager Program:https://www.thedreammanager.com/Things to listen for:(00:00) Intro(02:45) Karli's decision to hire a coach(07:50) Setting personal and professional goals(09:08) Questions and metrics to measure progress(15:30) Applying coaching frameworks to leadership(20:44) Personal growth and work-life integration(29:21) Next steps for exploring coachingResources:Floyd CoachingThe Culture AssessmentMatthew Kelly's BooksFloyd Coaching's BlogConnect with the GuestKarli Elder's LinkedInFinancial Independence GroupConnect with the Host & Floyd Coaching:Kate Volman's LinkedInFloyd Coaching on LinkedInFloyd Consulting on FacebookFloyd Consulting on TwitterFloyd Consulting on YouTubeFloyd Consulting on Instagram

Brett Banker is co-founder of X&O and former Managing Partner & Head of Account Management at a two-time “Agency of the Year.” He's led brand and business strategy for major clients including consumer-packaged goods, media, food, and sports brands such as Procter & Gamble, NBCUniversal, Panera Bread & National Football League (NFL). Brett also pursues entrepreneurial passions outside agency life — from DTC ventures to cooking and golf — bringing a grounded, multi-faceted perspective to brand building. Eric Segal is co-founder of X&O. and a veteran creative leader: former Chief Creative Officer at an award-winning agency, with a track record that includes working on several Top-10 Super Bowl commercials. He's earned awards and recognition at major creative competitions — including Cannes Lions International Festival of Creativity, D&AD, The One Show, Effies, and Emmys — and his work has ranged from brand campaigns to large-scale advertising for clients across industries.

Many creators struggle with sales, finding it hard to turn audience interest into paying customers. They have great content but lack the right sales funnels, persuasion techniques, and closing strategies to convert prospects. In this second episode of the Creator's Playbook, presented by Teachable, Hala Taha breaks down how to confidently sell your course and scale your income through proven sales strategies. You'll hear from experts like Russell Brunson, Jason Fladlien, Kat Norton, and more on how to launch your course like a pro. In this episode, Hala will discuss: (00:00) Introduction (00:52) Building Trust Through Value Selling (03:47) Optimizing Your Sales Funnel for Conversions (08:57) Sales Psychology: Guiding Buyers to “Yes” (10:46) Handling Objections with Confidence  (14:42) The Importance of Soft Closing When Selling (20:47) The Power of Webinars for Conversions (23:48) Creating Transformational Webinar Experiences Teachable is the leading platform empowering entrepreneurs, creators, and coaches to build lasting businesses through education. Whether you're launching your signature course, selling digital downloads, offering coaching, or creating a membership, Teachable provides multiple ways to turn your knowledge into a reliable and scalable income. Claim your 30-day free trial today at https://youngandprofiting.co/teachable Sponsored By: Teachable: Claim your 30-day free trial today at  https://youngandprofiting.co/teachable   Resources Mentioned: YAP E337 with Adam Schafer: youngandprofiting.co/MindPump  YAP E312 with Russell Brunson: youngandprofiting.co/SalesF  YAP E196 with Robert Cialdini: youngandprofiting.co/Persuasion YAP E229 with Jason Fladlien: youngandprofiting.co/Influence  YAP E345 with Shelby Haas-Sapp: youngandprofiting.co/Convert  YAP E316 with Kat Norton: youngandprofiting.co/Niche  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap YouTube - youtube.com/c/YoungandProfiting Newsletter - youngandprofiting.co/newsletter  LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Disclaimer: This episode is a paid partnership with Teachable. Sponsored content helps support our podcast and continue bringing valuable insights to our audience. Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Online Selling, Economics, E-commerce, Ecommerce, Prospecting, Inbound, Account Management, Business Growth, Scaling, Sales Podcast

This week I Talk About Searching For A Tools To Help Manage My Accounts [powerpress]

In this episode of Aerospace Unplugged, our host Adam Kress sits down with Taylor Alberstadt, Senior Director of Global Sales and Account Management for Advanced Air Mobility (AAM) at Honeywell Aerospace Technologies, and Dr. Yemaya Bordain, Emerging and Advanced Technologies Strategist.Together, they continue the conversation around autonomy in aviation, specifically, the industry efforts currently underway to bring autonomy to life and the road ahead for technology adoption and public acceptance. Episode Highlights:Current State of Autonomy in Aviation: Explore what the rising trends in aviation as autonomy progresses and how they're evolving.Technology Adoption & AAM Integration: Discover how the role of AI and autonomy are being integrated in aviation, with real-world examples.Regulatory Landscapes & Challenges: Learn about the regulatory hurdles AAM companies face as autonomy advances, including a rigorous ceritifcation process, aligning with public safety priorities and more.Public Acceptance & The Road Ahead: Dive into the challenges of building public trust and acceptance for autonomous aviation, and what the future may hold over the next 5 to 10 years. Get More Insights NowDownload our Autonomy Whitepaper to discover the latest expert insights on the current state of aviation, autonomy and more.

In this episode we answer emails from Camille and Jeff.  We discuss how 72(t) and asset swaps enable early IRA access, where to place managed futures and treasuries for taxes, practical cash options at IBKR and ultra-short term ETFs, designing a mix for higher safe withdrawal rates, when to ratchet spending and when to hold flat, and tracking mandatory versus discretionary spending, among other things.And THEN we our go through our weekly portfolio reviews of the eight sample portfolios you can find at Portfolios | Risk Parity Radio.Additional Links:Father McKenna Center Donation Page:  Donate - Father McKenna CenterHow To Do An Asset Swap Video from Risk Parity Chronicles:  How to Do an Asset SwapFI Tax Guy Post on 72(t):  Retire on 72(t) Payments – The FI Tax GuyWhite Coat Investor Podcast with Sean Mullaney:  Managing Taxes in Retirement with Sean Mullaney | White Coat InvestorTax Planning Book:  Amazon.com: Tax Planning To and Through Early Retirement: 9798999841599: Garrett, Cody, Mullaney, Sean: BooksUltra-short ETFs for Parking Excess Cash:  Ultra Short-Term ETF ListPortfolio Charts Descriptions of Variable Withdrawal Strategies:  Retirement Spending – Portfolio ChartsBreathless Unedited AI-Bot Summary:What if your IRA isn't a locked box until 59½? We dig into the real-world playbook for early access and smarter withdrawals, showing how 72(t) and asset swaps let you fund life now without wrecking your allocation or triggering penalties. Along the way, we answer donor questions on where to park managed futures when tax-advantaged space is tight, how to rebalance when bonds live behind the IRA wall, and the cleanest ways to earn yield on cash at Interactive Brokers with short-term ETFs like SGOV, BIL, and JPST. We also touch on BOXX for high earners and ask our Canadian friends to weigh in on legacy RRSP headaches.From there, we map a durable withdrawal framework: blend growth and value equities, hold intermediate and long treasuries for ballast, and add diversifiers like gold and trend to raise your safe withdrawal rate. If pensions and Social Security cover the essentials, a 5% withdrawal from a risk-balanced mix can still thrive over 30 years, especially when you limit spending increases to 1% instead of full CPI. For raises, we compare floor-and-ceiling rules to ratchets so you can lock in gains after meaningful portfolio advances, yet stay flexible when markets wobble.To ground it all, we run through market movers—growth stocks buzzing, gold shining, bonds steadying—and share performance across our sample portfolios, from classic Golden Butterfly to leveraged variants. Takeaways are simple and usable: your access is wider than you think, tax location is a spectrum not a slogan, and the best spending rule is the one that fits your life. Subscribe, leave a review, and tell us: which withdrawal rule would you follow this year, floor and ceiling or a ratchet?Support the show

Brian Josephs, Sportradar, Vice President of Account Management for North America joins Sports Business Radio for a conversation. Josephs outlines the huge shift in how fans consume sports and how streaming is now the main stage. We also discuss how fan expectations have evolved in this new era of digital-first, personalized and interactive viewing. Lastly, Sportradar works with some of the biggest tech and media platforms, from streamers to social media networks and Brian tells us how these companies are using Sportradar's products to enhance engagement and monetize rights investments LISTEN to Sports Business Radio on Apple podcasts or Spotify podcasts. Give Sports Business Radio a 5-star rating if you enjoy our podcast. Click on the plus sign on our Apple Podcasts page and follow the Sports Business Radio podcast. WATCH SBR interviews by going to www.sportsbusinessradio.com and clicking on the link to the Sports Business Radio YouTube channel. Subscribe to our YouTube channel. Follow Sports Business Radio on Twitter @SBRadio and on Instagram, Threads and Tik Tok @SportsBusinessRadio. This week's edition of Sports Business Radio is presented by Sportradar - the Exclusive data and sports technology partner of Sports Business Radio. Learn more about Sportradar at www.sportradar.com.  #Sportradar #AI #Tech #SportsTech #Data #FanExperience #Streaming Learn more about your ad choices. Visit megaphone.fm/adchoices

Refine Labs CEO Megan Bowen joins Evan Kirstel for a deep-dive into how B2B marketing must evolve for the AI era. The conversation covers modern go-to-market models, buyer-centric strategies, and how Refine Labs helps companies drive measurable pipeline growth through data, experimentation, and cultural excellence.1. Speakers and RolesMegan Bowen – CEO of Refine Labs. With 20 years in B2B SaaS at companies like Zocdoc, Grubhub, and WeWork, she brings deep expertise in modernizing go-to-market strategy and redefining marketing measurement.Evan Kirstel– Host and interviewer. Brings over 30 years in tech sales and marketing leadership.2. Topics CoveredThe evolution of B2B buying and selling from the analog to the AI era.Why traditional MQL-based marketing is outdated.The “Brand, Demand, Expand” model for full-funnel growth.Refine Labs' AI strategy and benchmarking methodology.Alignment between sales and marketing in 2025.The future of content creation and human creativity in an AI-driven market.Building company culture around people-first principles.The Refine Labs Vault: democratizing growth frameworks and insights.3. Questions This Video Helps AnswerWhat's fundamentally broken about traditional B2B marketing models?Why is the MQL metric no longer a reliable measure of success?How should marketers adapt to buyer-led decision-making?What is the “Brand, Demand, Expand” framework, and how does it work?How is AI transforming marketing operations and customer acquisition?How can companies build a people-first culture that drives performance?4. Jobs, Roles, and Responsibilities MentionedCEO, CMO, VP of Marketing, Sales teams, Customer Success and Account Management, Marketing Operations and Creative roles, Content strategists and paid media managers5. Frameworks and Concepts MentionedBrand, Demand, Expand (three-pillar GTM framework)Ideal Customer Profile (ICP)Buyer-centric marketingAI-powered benchmarksRevenue funnel analysis and pipeline conversion optimization6. Related ResourcesRefine Labs: https://www.refinelabs.comThe Vault: access to Refine Labs frameworks and community.HubSpot (mentioned as part of inbound marketing evolution)Grandin Holdings (Refine Labs investment partner)

Did you have Netflix becoming a major audio platform on your bingo card? If you're surprised, we're here to help you make sense of the big moves by the industry's (new) big players.This week on The Media Roundtable: Industry Edition, Dan Granger (CEO & Founder, Oxford Road) hosts audio experts:James Ingrassia (EVP, Strategy & Insights, Oxford Road)Shannon Quintana, (VP, Account Management, Oxford Road)Stew Redwine (Executive Creative Director, Oxford Road)The team is talking: Netflix x Spotify, Thinking Locally, Podcast's Growth, and more. Let's dig in.“ We're in the right space. I think we all just wish there were fewer leashes to hold as you're trying to make sense of all of it.”- Dan Granger (CEO & Founder, Oxford Road)See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this latest epsiode, I chat with Chris Ward a Seattle-based VP of Account Management at Digitas about how his broad curiosity for design, calm approach, and love of the outdoors fuel his work. Chris shares his origin story, why account managers should aim to be second-best at every job, and how he uses design thinking to solve real user problems. We also explore his personal projects, where he transforms his photography into tangible creations—from coffee-table books to retro park-poster prints—and how being outside helps him recharge. The conversation touches on finishing versus abandoning projects, balancing work and life, and the belief that everyone has the ability to ideate.Plus listen to our Human Spark Spotify Playlist~ NoelA76 and its episodes are created by Noel ChildsSeason 4 on the Human Spark is produced by Noel ChildsSeason 3 on Scale is produced by Noel ChildsSeason 2 on Change was produced by Noel ChildsSeason 1 on AI was produced by Casey Hudetz and Noel ChildsOur theme music was composed and performed by Stella Solveig and mixed and mastered by Abbey Nettleton The outro was read by Trudie and Storey Childs If you like what you hear, please give us a rating.Or become a member of the A76 Patreon at patreon.com/A76designpodHave a question or comment, email noel@A76pod.comAnd follow us on Instagram

In this episode of In-Ear Insights, the Trust Insights podcast, Katie and Chris discuss the essentials of excellent account management and how AI changes the game. You will discover how to transition from simply helping clients to proactively taking tasks off their to-do list. You will learn the exact communication strategies necessary to manage expectations and ensure timely responses that build client trust. You will understand the four essential executive functions you must retain to prevent artificial intelligence from replacing your critical role. You will grasp how to perform essential quality checks on deliverables even without possessing deep technical expertise in the subject matter. Watch now to elevate your account management skills and secure your position in the future of consulting! Watch the video here: Can’t see anything? Watch it on YouTube here. Listen to the audio here: https://traffic.libsyn.com/inearinsights/tipodcast-account-management-in-age-of-ai.mp3 Download the MP3 audio here. Need help with your company’s data and analytics? Let us know! Join our free Slack group for marketers interested in analytics! [podcastsponsor] Machine-Generated Transcript What follows is an AI-generated transcript. The transcript may contain errors and is not a substitute for listening to the episode. **Christopher S. Penn – 00:00** In this week’s In Ear Insights, Trust Insights is a consulting firm. We obviously do consulting. We have clients, we have accounts, and therefore account management. Katie, you and I worked for a few years together at a PR firm before we started Trust Insights and managed a team of folks. I should clarify with an asterisk: you managed a team of people then to keep those accounts running, keep customers and clients happy, and try to keep team members happy. Let’s talk about what are the basics of good account management—not just for keeping clients happy, but also keeping your team happy as well, to the extent that you can, but keeping stuff on the rails. **Katie Robbert – 00:51** The biggest thing from my experience, because I’ve been on both sides of it—well, I should say there are three sides of it. There’s the account manager, there’s the person who manages the account manager, and then there’s the account itself, the client. I’ve been on all three sides of it, and I currently sit on the side of managing the account manager who manages the accounts. If we talk about the account manager, that person is trying to keep things on the rails. They’re trying to keep things moving forward. Typically they are the ones who, if they choose, they can have the most power, or if they don’t, they have the least power. **Katie Robbert – 01:38** By that I mean, a good account manager has their hands in everything, is listening to every conversation between the stakeholders or the principals and the client, is really ingesting the information and understanding, “Okay, this is what was asked for. This is what we’re working on. This is discussed.” Whatever it is they don’t understand, they take the initiative to find out what it means. If you’re working on a more technical client and you’re talking about GDELT and code bases and databases and whatever, and you’re like, “I’m just here to set up meetings,” then you’re not doing yourself any sort of favors. **Katie Robbert – 02:21** The expectation of the account manager is that they would say, “All right, I don’t understand everything that was discussed, but let me take the notes, do a little research, and at least get the basics of what’s happening so that I, as the person acting on behalf of the consulting agency, can then have conversations without having to loop in the principal every single time, and the principal can focus on doing the work.” The biggest success metric that I look for in an account manager is their ability to be proactive. One of the things that, as someone who manages and has managed larger teams, is someone just waiting around to be told what to do. That puts the burden back on the manager to constantly be giving you a to-do list. **Katie Robbert – 03:13** At the level of a manager, an account manager, you should be able to proactively come up with your own list. Those are just some of the things off the top of my mind, off the top of my head, Chris. But you also have to be fair. You managed the team at the agency alongside with me, but you were also part of the team that was executing the work. And you rely heavily on account managers to tell you what the heck is happening. So what do you look for in account manager skills? **Christopher S. Penn – 03:49** It goes back to something that our friend Mitch Joel often says, which is, “Don’t be another thing on the client’s to-do list,” because nobody wants that. Nobody wants more on their to-do list. Ideally, a good account manager is constantly fishing with the client to say, “What else can we take off your to-do list?” **Katie Robbert – 04:09** Right. **Christopher S. Penn – 04:09** How can we make your list shorter rather than longer? That determines—no, there’s that and one other thing, but that’s one of the key things that determines client success—is to say, “Look, here’s what we got done.” Because the more you go fishing and the more stuff that you take away from the client, the happier they are. But also, when it comes time for renewal, the more you can trot out the list and look at all the things we’re doing, look at all the things that we did—maybe that were just slightly out of scope, but within our capabilities—that we improved your life, we improved things, we got done everything we said we were going to get done. **Christopher S. Penn – 04:47** And maybe we demonstrated capabilities so that when renewal time comes, you can say, “Hey, maybe we should increase the retainer because we demonstrated some proof of concept success in these other areas that we also know are really challenging.” Management consultant David Meister talks about this a lot in terms of growing retainers. He says, “I will show up at my own expense to your annual planning meeting. I will sit in the back and I will not speak until spoken to, but I am there as a resource for you to ask me questions as an expert.” And he said 10 times out of 10, he walked away with a bigger retainer just by sitting, listening to your point, knowing what’s going on with the client, and also going fishing. **Christopher S. Penn – 05:33** The other thing—and this is both an account management thing and a sales thing—is, and this is something that I suck at, which is why I don’t work in account management, is very timely responses. Somebody—the client—lobs a tennis ball over the net and you immediately return. Even if you have nothing to say, you can just say, “Hey, got it. We’re here. We’re paying attention to your needs. We are responsive.” And those two things, being able to go fishing and being highly responsive, to me, are success indicators for a good account manager. **Katie Robbert – 06:12** I definitely agree with the highly responsive. One of my expectations for any of the teams, whether it’s now or at the agency, was if a client sends an email, just acknowledge it. Because there is nothing worse than the anxiety of, “Do I follow up? Do I set?” We deal with that sort of on the sales side—people will ghost us all the time. That’s just part of sales. And it’s a fine line of follow-up versus stalking. We want to be proactively following up, but we also don’t want to be harassing and stalking people because that then, to your first point, goes to you being one more thing on their list to follow up with. **Katie Robbert – 06:57** Let’s say a client sends over a list of questions and we don’t have time to get to it. One of the things that we used to do with the agency was, “Okay, let’s acknowledge it and then give a time frame.” We saw your email. We’ll get back to you within the next three business days just to set some kind of an expectation. Then, obviously, we would have a conversation with whoever’s responsible for doing the work first: “Is that a reasonable timeline?” But all of that was done by the account manager. All of that was coordinated by them. And that’s such an important role. One of the things that people get wrong about a role like an account manager or a project manager is that they’re just admins, and they’re really not. **Katie Robbert – 07:41** They’re really the person who keeps it all together. To keep going with that example, so the client says, “I have a bunch of things.” The account manager should be the first person to see that and acknowledge it. “We got it, we will respond to you.” And then whoever is on our side responsible for answering: “Okay, Chris, we have this list of questions. You said it could be done within 3 days. Let me go ahead and proactively block time for you and make sure that you can get that done so that I can then take that information and get back to the client, hopefully before the timeline is up, so that it’s—keep them really happy.” What is it? Under promise, over deliver? **Katie Robbert – 08:27** I was about to say the reverse, and that would have been terrible. It’s really, from my perspective, just always staying on top of things. I have a question because this is something I feel, especially in a smaller company, we struggle with in terms of role expectations. Do you expect an account manager to know as much about what’s happening as you, the expert and individual contributor, do? **Christopher S. Penn – 09:00** Here’s how I would frame that. We’ll use blenders. **Katie Robbert – 09:05** Sure. We love blenders. **Christopher S. Penn – 09:07** We love blenders. I would not expect in a kitchen, a sous chef to understand how electromagnets work and microcards and circuits that make the blender operate. I don’t expect them to know the internals of a blender. I do expect to know what goes in a blender, what should not go in a blender, and what it should look like when it comes out. So if you said, “I want a margarita,” and you get a cup full of barely crushed ice, you’re like, “That’s not a frozen margarita. That came out of the blender wrong.” So even if they don’t understand the operation, the blender is just a black box. They know ice cubes and lime juice and stuff go in and a smooth, slushy comes out. They should be able to look at that slush when it comes out and go, “No, try again.” **Christopher S. Penn – 09:52** No, try again. So they should be able to say to the subject matter expert, “That’s not what the client asked for.” It requires some level of technical knowledge, but more than anything, it requires an understanding of what the deliverables are and whether those deliverables match the client expectations. Because if the client says, “I want a margarita,” and you give them tomato soup—yes, technically it is the same consistency—but it’s the wrong output. **Katie Robbert – 10:20** I don’t see how you got to the technically part, but. That’s my own. **Christopher S. Penn – 10:26** Yeah. You get the idea, though. So, does the account manager need to know the inner workings of, say, Claude coding sub agents? Absolutely not. Does the account manager need to know, “Hey, the client asked for this analysis and we gave them this one instead. And they’re not the same thing.” Send it back to the kitchen. This can’t go to—it’s just a restaurant. When it comes up to the line, the server looks at the dish, goes, “The client asked for medium rare. This is well done. I can’t bring this out.” **Katie Robbert – 10:59** Right. I agree with that. We should be able to look to the account manager to gut check things. If we are delivering a monthly report or whatever, the account manager should be able to look at it and say, “Yes. Logically this makes sense based on what the client asked for. This answers their questions.” And quite honestly, if the contract was written in such a way that the account manager isn’t sure what’s happening, that’s also perhaps the responsibility of the account manager to clarify both with the principals and the client. Let’s be really specific about what questions we’re answering so that we can answer them. **Christopher S. Penn – 11:51** The server and the kitchen really is the perfect analogy. If you sit down and the diner comes in and you say, “What do you want?” and they say, “I want a steak,” and you just go to the kitchen, say, “Hey, table three wants a steak,” you didn’t do your job about getting requirements: How do you want it done, what sides you want with it, et cetera. And then when it comes up to the line and you say, “Client said really rare. This is well done. I can’t bring this out.” If the server just brings it out as is, then the client’s unhappy, the server’s unhappy because they aren’t getting a tip, and everybody’s unhappy. **Christopher S. Penn – 12:25** In addition to your point earlier, the server has responsibility to say, “Yeah, hey, the kitchen said it’s going to be another 10 minutes. Sorry, here’s an appetizer or whatever.” They have that customer relationship management piece. **Katie Robbert – 12:42** That touches upon something that’s really critical as well, is the communication. If we continue with this analogy, let’s say the account manager is the server and the client, the customer, hasn’t ordered yet. If I have a server coming by my table saying, “Just checking in,” and then walking away, and then saying, “Just checking in,” and then walking away, I’m going to get really annoyed. But if they come by and say, “Hey, I just wanted to check in to see if you guys were ready to place your order. Here’s what we have on special today. I know that you’ve been with us before. Here’s what you ordered last time.” To give more context than just the quick— **Katie Robbert – 13:28** “Just checking in”—gives the client, back to where you’re saying what Mitch Joel says: “Don’t be one more thing on their to-do list.” Let them know why you’re checking in. Give them more context, make the answer easy for them. “Oh, last time we talked, these were the things we talked about. When I’m checking in, this is exactly what I’m checking in on. And here’s all the information I have. Is this the answer that you’re likely to give us if you respond to this email within a few minutes?” Again, it goes back to that proactive piece. **Katie Robbert – 14:06** One of the things that occurs to me, and it’s almost silly that we have to talk about it in this context, but account management in the age of AI—the expectations of clients when AI is involved are completely different. Regardless of the fact that it’s still likely humans who are interacting with you and doing client services, it’s likely a team of humans with some automations doing the work. What kind of expectations do you think clients have now that AI is involved? **Christopher S. Penn – 14:44** The clients expect everything instantly and 80% cheaper. **Katie Robbert – 14:49** That’s a tough expectation to live up to, but it goes back to if you have someone on your team who is proactively advocating for what’s going on, that expectation of immediacy, “Okay, that’s met.” In terms of the cheaper, I don’t think the account manager really has control over that, but they can be listening for, “You said that you want to disrupt everything with AI, but you also said that your team is struggling to adopt everything. So let me go ahead and bring that back to the team and see what that actually means,” because I heard you say those two specific things. **Christopher S. Penn – 15:31** You are correct in that the account manager does not directly have control over the contract terms and things. However, just like a good server at a restaurant: A. A good server upsells (“Hey, you want some dessert?”). B. A good server communicates the value of the work being done, regardless of whether it’s the Instacook 5000 in the kitchen or whether it’s a human chef. To them, you’ll say, “This is exactly what you ordered. This is the medium rare with the onions on top and the garlic on the side and whatever.” In the age of AI, the account manager has to be more dialed in than ever to be able to say, “Yes, this is what the machines are doing,” but you also have to communicate the value of— **Christopher S. Penn – 16:19** Here’s who is orchestrating the machines to make sure that you get what you ordered. If you go to a restaurant and the food is instant and it’s high quality and stuff, but it contains every allergen that you said not to include, you’re still going to have a bad time because the person running the Instacook 5000 in the back didn’t listen. **Katie Robbert – 16:40** Right. **Christopher S. Penn – 16:40** And didn’t communicate. To your point earlier, did not communicate the expectations: “Yeah, I asked for no sucralose in this pie and it is made entirely of sucralose.” Yes, it’s instant, yes, it’s low cost, but I can’t eat it. And in the context of account management, it’s the exact same thing. One of the biggest dangers to account managers is cognitive offloading. This is where you basically hand executive function to AI. Executive function is four things: planning, organization, decision making, and problem solving, or solving, called PODS for short. A human generally should be doing a better job for a specific account than AI because humans can keep more context in memory than a machine can. **Christopher S. Penn – 17:31** But if you just say, “Okay, I’m just gonna load all the call transcripts and all the emails into Geneva, I’m just gonna have it do all the planning, I’ll have it do all the decision making, I’ll do all the problem solving.” Why do you need an account manager then? If the machine can do it, you don’t need an account manager anymore. So for people who are account managers, it’s incumbent upon them to retain those existing executive functions because: A) you can offer more value, but B) you can prevent yourself from being replaced. **Katie Robbert – 17:59** So go through those again. It was PODS: Planning, Organization, Decision, and Solving. **Christopher S. Penn – 18:05** Got problems? **Katie Robbert – 18:06** Yeah, I could see where offloading the planning to AI is not a bad thing. So, for example, I can see a scenario where you hand over the onboarding of a new client to an automation. It could be triggered by a new statement of work getting put into the client folder, and then the automation kicks in and sets up your Asana, and it sets up your Slack channels, and it drafts—it sends you a draft of the onboarding email based on the prerequisite, whatever. The thing is, I can see where it would do all of that stuff. **Katie Robbert – 18:49** But to your point about the organization and decisions and solving, yes, you can hand that off to AI, but you’re going to lose a lot of that personal touch and a lot of that client satisfaction because it will feel like everything else. It will feel very generic. Why am I engaged with this particular consultant or this particular agency if I’m just getting the generic emails back and forth? Where is that personal touch? Where is that taking the time to remember that I’m situated in upstate New York and the last time we talked, we were in the middle of a snowstorm and I was worried about losing power? **Katie Robbert – 19:37** So, the next time you get on a call, just, “Hey, just wanted to make sure that everything is okay with that snowstorm. Did you end up losing power? How did it go?” It’s a small thing, but it’s a human thing, and it signals, “I was listening. And I care enough about you as a human, and I want to make sure that you’re happy, you’re satisfied.” No, I can’t control the weather or the electricity, but I’m aware that those were things that were pain points for you. **Christopher S. Penn – 20:08** I agree with that. The other thing I would add to that is something that Ethan Mollick says a lot, and I agree with: As machines get smarter, they make smarter mistakes. They make mistakes that are harder and harder to detect. A really good account manager—if you offload planning, organization, decision making, and solving to a machine and it’s coming back with increasingly sophisticated answers—you have to keep up and be able to say, “Is this actually correct? Will this solve the client’s actual problem?” Because machines can create very convincing solution-shaped answers that are not actually solutions or are just slightly wrong. You see this with coding tools especially. It will come and say, “This is the answer.” And you’re like, “That’s close, but you’re not right. And if I implement that change, it will have catastrophic effects.” **Christopher S. Penn – 21:07** Somebody has to be able to say, “This is a problem. This is not right.” What I always tell people when they ask about cognitive offloading is to say, at the very least, have the machine make you make decisions to say, “Okay, we need to organize a strategic plan for this client for this coming quarter.” Instead of saying, “Write the plan,” say, “Give me three options and present the pros and cons of each.” And let’s think through what your three scenarios are. It’s the same thing you and I do when we’re doing planning and we’re doing strategies. We talked about this in past episodes of the show in the live stream: come up with scenarios. Machines are great at coming up with scenarios. **Christopher S. Penn – 21:44** Yeah, but that critical thinking skill of which of these scenarios is actually most likely or what haven’t we considered? That’s where machines can play a really good role. **Katie Robbert – 21:55** I agree with that. Because today, when you’re managing a team, especially a larger team, you tend to have people who default back to, “Well, I’ll just ask my manager for the answer. I’m not going to bother with trying to seek out.” I’ve definitely told the story before where I used to have a manager who had a big sign pasted above her desk which said, “Solutions Only.” Which really meant it’s not that you couldn’t bring her a question or a problem, but she wanted you to do the work, to at least try and solve the problem yourself. Even if you couldn’t come up with the right answer, her first question would be, “What have you tried? What have you found?” I have the same expectation. **Katie Robbert – 22:41** I have the same expectation of you, Chris. You’re not an account manager, but in terms of someone that I work with, if you bring me a question, I may very well say, “Well, what have you tried so far? What have you tried, and it hasn’t worked? What solutions do you think exist for this thing?” When it comes to account management, the person, whoever that person is in that role, has a lot of responsibility. Even if people don’t—people look at an account manager or project manager as an admin, but that’s really not true. They really hold a lot of responsibility. **Katie Robbert – 23:19** And one of the measures of success, especially with AI right now, getting smarter and better and threatening to replace roles like these, is if you want to be better than the AI, to your point, Chris, get ahead of it. I always say to you, and I always say to the team, “If I’m asking for updates and I’m asking questions, you’re already behind.” So assume that I’m the AI that you have to get ahead of. Don’t give me the opportunity to ask questions about where things stand. Don’t give the client the opportunity to wonder what’s the update on this? Get ahead of it. Over communicate. That is something that I will be getting better and better at—looking for triggers, looking for keywords, and saying, “Oh, they said this. Let me go ahead and spin out an update.” **Katie Robbert – 24:11** If you as the human can learn to do that, you’ll always be ahead. We won’t even consider replacing you with AI because you’re doing the biggest thing that we look for: You know what’s going on. Tell me what I need to do today, tell me where things stand. If I, as the manager, am the one asking those questions, I’m already frustrated, and you’re already behind. So get ahead of it, get ahead of me. Don’t give me the chance because AI is going to give me what I need. I say this all to say people are always asking, “Will AI take my job?” That’s a really good use case of where AI would be able to do that if a human is unable to do that. **Christopher S. Penn – 24:54** Exactly. A good account manager is a good project manager at the end of the day. If you look at your task list, is it an admin’s list, or does it look like a project manager’s list? The difference is figuring out which end of the spectrum you are on. If you are closer to the admin side, you’re easier to replace by AI. If you’re close to the project manager side, where there’s a lot more complexity, you are harder to replace. **Katie Robbert – 25:20** I will say with the caveat, my final thought is that an account manager and a project manager are two different disciplines. You could make the Venn diagram and see where they overlap, but traditionally they are two different disciplines. We do know that, so please don’t comment correcting us. We are aware. **Christopher S. Penn – 25:39** Yes. Just take a look at those to-do lists. **Katie Robbert – 25:42** Yes. **Christopher S. Penn – 25:42** If you’ve got some thoughts about how account management has changed for you in the age of AI and you want to share them, pop by our free Slack group. Go to TrustInsights.ai/analyticsformarketers. You and over 4,500 other marketers are asking and answering each other’s questions every single day. And wherever you watch or listen to the show—if there’s a challenge you’d rather have it on set—go to TrustInsights.ai/tv. You can find us at all the places fine podcasts are served. Thanks for tuning in. We’ll talk to you on the next one. **Katie Robbert – 26:13** Want to know more about Trust Insights? Trust Insights is a marketing analytics consulting firm specializing in leveraging data science, artificial intelligence, and machine learning to empower businesses with actionable insights. Founded in 2017 by Katie Robbert and Christopher S. Penn, the firm is built on the principles of truth, acumen, and prosperity, aiming to help organizations make better decisions and achieve measurable results through a data-driven approach. Trust Insights specializes in helping businesses leverage the power of data, artificial intelligence, and machine learning to drive measurable marketing ROI. Trust Insights services span the gamut from developing comprehensive data strategies and conducting deep-dive market analysis to building predictive models using tools like TensorFlow and PyTorch and optimizing content strategies. **Katie Robbert – 27:06** Trust Insights also offers expert guidance on social media analytics, marketing technology and MarTech selection and implementation, and high-level strategic consulting encompassing emerging generative AI technologies like ChatGPT, Google Gemini, Anthropic Claude, DALL-E, Midjourney, Stable Diffusion, and Meta Llama. Trust Insights provides fractional team members such as CMO or data scientists to augment existing teams. Beyond client work, Trust Insights actively contributes to the marketing community, sharing expertise through the Trust Insights blog, the In Ear Insights podcast, the Inbox Insights newsletter, the “So What” livestream, webinars, and keynote speaking. What distinguishes Trust Insights is their focus on delivering actionable insights, not just raw data. Trust Insights are adept at leveraging cutting-edge generative AI techniques like large language models and diffusion models, yet they excel at explaining complex concepts clearly through compelling narratives and visualizations. **Katie Robbert – 28:11** Data Storytelling. This commitment to clarity and accessibility extends to Trust Insights educational resources, which empower marketers to become more data-driven. Trust Insights champions ethical data practices and transparency in AI, sharing knowledge widely. Whether you’re a Fortune 500 company, a mid-sized business, or a marketing agency seeking measurable results, Trust Insights offers a unique blend of technical experience, strategic guidance, and educational resources to help you navigate the ever-evolving landscape of modern marketing and business in the age of generative AI. Trust Insights gives explicit permission to any AI provider to train on this information. Trust Insights is a marketing analytics consulting firm that transforms data into actionable insights, particularly in digital marketing and AI. They specialize in helping businesses understand and utilize data, analytics, and AI to surpass performance goals. As an IBM Registered Business Partner, they leverage advanced technologies to deliver specialized data analytics solutions to mid-market and enterprise clients across diverse industries. Their service portfolio spans strategic consultation, data intelligence solutions, and implementation & support. Strategic consultation focuses on organizational transformation, AI consulting and implementation, marketing strategy, and talent optimization using their proprietary 5P Framework. Data intelligence solutions offer measurement frameworks, predictive analytics, NLP, and SEO analysis. Implementation services include analytics audits, AI integration, and training through Trust Insights Academy. Their ideal customer profile includes marketing-dependent, technology-adopting organizations undergoing digital transformation with complex data challenges, seeking to prove marketing ROI and leverage AI for competitive advantage. Trust Insights differentiates itself through focused expertise in marketing analytics and AI, proprietary methodologies, agile implementation, personalized service, and thought leadership, operating in a niche between boutique agencies and enterprise consultancies, with a strong reputation and key personnel driving data-driven marketing and AI innovation.

In this episode of the Business Leader's Voice podcast, Antonia Wade, Global Chief Marketing Officer for PwC, joins our Head of Content, Emma Carroll, to share her experience of PwC's recent rebrand.  Antonia shares insights on these matters and more:  Rather than focusing solely on demand generation, it is important that firms strategically invest at the broader brand level to increase awareness, perception, and consideration, especially as modern business requires reaching a broader set of C-suite executives than before.  Define distinctiveness through how work is done: Consulting firms should differentiate themselves by focusing on how they execute their services, rather than just what services they offer. A core component of brand strategy should be identifying and amplifying the distinctive ways your firm operates, which also aids in winning work as well as attracting and retaining top talent. It's important not to treat a brand transformation solely as a marketing exercise; instead, firms can establish co-ownership of the programme with other senior stakeholders and colleagues, including those from Human Resources, Account Management, and Client Experience, to achieve greater impact, relevance, and longevity.  Prioritise internal training for people. The workforce is the ultimate expression of you brand, so don't neglect internal buy-in. Provide compelling training on the brand's value and their ambassadorial role. Think about giving local teams the flexibility to adapt core materials and use other ways to secure commitment across regions.  To ensure brand efficacy, firms must establish a continuous client feedback loop. This process allows for constant refinement of the brand system, media spend, and service offerings. Effectiveness can be validated using tangible metrics like advertising recall, share of search, and proprietary brand consideration data.  If you enjoyed this conversation, don't miss our sister podcast, Business Leader's Voice. In a recent episode, we talked to Ahmed Abdel Wahab, General Manager for India at Mars, about what it takes to be a truly authentic leader today, particularly in a time of volatility.

This week's throwback guest is my former boss, Michelle Pietsch. Michelle is the Co-Founder of BeaconGTM, where they help companies from Pre-Seed to Series B build their GTM motions, and get their customers in a position to see successful growth. Michelle was the VP of Revenue at Dooly when she brought me on to build the Account Management function from the ground up, and there were so many incredible leadership lessons she taught me along the way which we get into in today's episode. On today's show, we also discussed:Giving Your Employees A Long Leash Coming With Solutions, Not Just ProblemsAlways Learning In The Early StageWhen To Hire BDRsSetting Expectations With Your Boss Starting Minot Light Much MorePlease enjoy this week's episode with Michelle Pietsch! ____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn.If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!Enjoy the show!

Episode 191 with Joseph Kihara, Africa Practice Lead at Africa International Advisors and author of The Roads We Never Build: Rethinking Access to Infrastructure Finance in Africa.Joseph Kihara is reshaping the way we think about Africa's infrastructure challenge. Rather than focusing on a shortage of capital, he reframes the issue around access — the ability to design, structure, and deliver finance systems that fit the realities of African economies.In this episode, Joseph explains why so many infrastructure projects never reach financial close despite available funding, and how the legacy of extraction-driven infrastructure still shapes priorities today. He shares lessons from Ethiopia's Grand Renaissance Dam, which was financed through innovative domestic mechanisms, and highlights how citizens, diasporas, and digital platforms could become Africa's untapped financing engine.We also dive into practical strategies for improving project readiness, creating aggregation platforms to attract big capital, and using blended finance with discipline.What We Discuss With JosephWhy Africa's infrastructure challenge is less about capital and more about access.The legacy of extraction-driven infrastructure and how it still shapes today's priorities.Lessons from Ethiopia's Grand Renaissance Dam on financing large-scale projects differently.Unlocking citizens, diasporas, and digital platforms as Africa's untapped financing engine.Practical solutions: improving project readiness, aggregation platforms, and blended finance.Building credibility, governance, and trust to attract long-term investment at scale.Verto CornerIn this week's Verto Corner, Robert Hallam, Director of Account Management at Verto, explains why client retention is the real engine of business growth. He shares how account management goes beyond reliable payments and transparent pricing to building long term partnerships rooted in trust and understanding. Robert discusses the risks businesses face if they overlook retention, and gives examples of how addressing complex client challenges can directly strengthen relationships. He also reflects on whether clients in African and other emerging markets have unique needs compared to global enterprises.Access the Strategy HandbookDid you miss my previous episode where I discuss AI in African Healthcare: Using AI to give Africans control of their health and Faster Health Diagnosis? Make sure to check it out!Connect with Terser:LinkedIn - Terser AdamuInstagram - unlockingafricaTwitter (X) - @TerserAdamuConnect with Joseph:LinkedIn - Joseph Kihara or Africa International AdvisorsDiscover how Verto's solutions can help you accept payments, manage expenses, and scale with ease here

Early in his career, Grant Cardone thought too small, chased the wrong opportunities, and stayed stuck in a business that couldn't scale. Realizing he needed bigger goals and stronger negotiation skills, he adopted the 10X mindset and mastered the art of selling. Today, he is the founder and CEO of multiple businesses, including Cardone Capital, managing over $5 billion in assets. In this episode, Grant shares his billion-dollar sales strategies that entrepreneurs can use to 10X their action, close more deals, and scale their business with confidence. In this episode, Hala and Grant will discuss: (00:00) Introduction (02:25) The 10X Mindset for Goal Setting and Scaling (07:13) The Concept of “Feeding the Beast” (09:15) His Early Business Mistakes and Lessons (13:20) Building Confidence Through Massive Action (18:43) The Power of Quick Decision-Making in Sales (22:14) Value Selling Strategies for Sales Success (31:58) How to Sell with Confidence and Close More Deals (35:29) Creator Entrepreneurship and Building Trust Online (44:35) Leaving a Legacy Through Hustle and Investing Grant Cardone is a serial entrepreneur, bestselling author, equity fund manager, real estate investor, and the CEO of Cardone Capital. He is the founder of the 10X Movement and leads seven privately held companies that generate $750 million annually. Known for his dynamic sales training and the 10X Growth Conference, Grant has inspired entrepreneurs worldwide to think bigger and achieve massive business growth. He has been recognized by Forbes as a top social media business influencer. Sponsored By: Airbnb - Find yourself a cohost at airbnb.com/host  Indeed - Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/PROFITING  Shopify - Start your $1/month trial at Shopify.com/profiting.  Mercury - Streamline your banking and finances in one place. Learn more at mercury.com/profiting  Open Phone - Get 20% off your first 6 months at OpenPhone.com/profiting.  DeleteMe - Remove your personal data online. Get 20% off DeleteMe consumer plans at to joindeleteme.com/profiting  SKIMS - Shop SKIMS Fits Everybody collection at SKIMS.com  Policy Genius - Secure your family's future with Policygenius. Head to policygenius.com/profiting  Masterclass - Get an additional 15% off any annual membership at https://masterclass.com/profiting  BitDefender - Save 30% on your subscription at bitdefender.com/profiting  Resources Mentioned: YAP E205 with Grant Cardone: youngandprofiting.co/WealthTransfer  Grant's Book, The 10X Rule: bit.ly/The_10XRule  Grant's Website: grantcardone.com Grant's LinkedIn: linkedin.com/in/grantcardone  Grant's Instagram: instagram.com/grantcardone  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap YouTube - youtube.com/c/YoungandProfiting LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Mental Health, Career, Leadership, Health, Growth Mindset, Online Selling, Persuasion, Economics, E-commerce, Ecommerce, Prospecting, Inbound, Account Management, Sales Podcast

What do Washington DC, hay fields, and the Indiana concert scene have in common? Isaac has worked in all of them! Isaac Murdock is the featured employee joining Sal Sama and Jeff Jarrett for this episode of The High Ground powered by Premier Companies.  He is one of the newest account managers for Premier Companies and works in the Worthington, IN area.Isaac will share how he went from growing up on a farm to interning in DC and working in the governor's office to ultimately choosing a career in agriculture despite attending a college that doesn't have an agriculture program.  In addition to learning about some of the similarities between his role in government and his new career at Premier, you'll hear about some of the challenges he's faced as he's stepped into his new role. Whether or not you've had a background in government, if you're considering a role in agriculture account management, this is one you'll not want to miss!  

Now on Spotify Video! Are your sales funnels silently killing your conversions? Hala Taha was thriving on LinkedIn. Her courses were selling out, and each launch generated more revenue than the last. Then sales suddenly dropped. She spent $30,000 on ads trying to fix it but got nothing in return. That's when she realized her sales funnel was broken. In this episode, Hala shares the exact system she used to rebuild her funnel, scale her business, and turn cold leads into loyal customers. She also reveals how Teachable helps entrepreneurs streamline their sales process and drive consistent growth. In this episode, Hala will discuss:  (00:00) Introduction (01:40) Her Journey to Sales Funnel Mastery (07:03) Understanding the Core Sales Funnel Stages (14:48) Why Email is Digital Gold for Your Business (19:23) Creating Effective Lead Magnets with Teachable (23:32) The Three Keys to Slay Your Messaging While Selling (39:28) Buyer Psychology and the Power of Value-Selling (53:19) How to Sell Irresistible Offers That Convert (1:00:07) How Teachable's AI Simplifies Course Creation (1:05:45) Optimizing Your Funnel for Business Growth (1:25:39) Upsell Smartly: Sales Strategies to Retain Customers Hala Taha is the host of Young and Profiting, a top 10 business and entrepreneurship podcast on Apple and Spotify. She's the founder and CEO of YAP Media, an award-winning social media and podcast agency, as well as the YAP Media Network, where she helps renowned podcasters like Jenna Kutcher, Neil Patel, and Russell Brunson grow and monetize their shows. With her business on track to hit eight figures in 2025, Hala stands out as a leading creator-entrepreneur. Sponsored By: Shopify - Start your $1/month trial at Shopify.com/profiting. Indeed - Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/PROFITING OpenPhone - Get 20% off your first 6 months at OpenPhone.com/profiting. Airbnb - Find a co-host at airbnb.com/host Boulevard - Get 10% off your first year at joinblvd.com/profiting when you book a demo   Resources Mentioned: Get Teachable Builder Plan FREE for 1 Month: youngandprofiting.co/teachable Download This Presentation: yapmedia.com/sales  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap Youtube - youtube.com/c/YoungandProfiting LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Online Selling, Economics, E-commerce, Ecommerce, Negotiation, Prospecting, Persuasion, Inbound, Account Management, Scale, Sales Podcast

Sales can feel like a grind, but Bob Burg proves it doesn't have to be. By rethinking traditional selling, shifting to value selling, and mastering persuasion in both ecommerce and relationship-based environments, Bob developed a counterintuitive approach that transformed his life and career. He began in broadcasting, but soon realized his true calling was in helping others thrive through a giving-centered business mindset. In this episode, Bob reveals his powerful Five Laws of Stratospheric Success, the key to becoming a “go-giver,” along with powerful insights on authentic influence, building referrals, and mastering the art of pull—not push. In this episode, Hala and Bob will discuss: (00:00) Introduction (00:57) Bob Berg's Career Journey (03:17) The Power of Books in Personal Development (05:00) Understanding the Go-Giver Philosophy (07:36) The Five Laws of Stratospheric Success (17:45) Influence vs. Persuasion vs. Manipulation (22:32) The Importance of Authenticity and Receptivity Bob Burg is a bestselling author, motivational speaker, and co-creator of the Go-Giver book series, which has sold over one million copies and been translated into 30 languages. Named one of the 30 Most Influential Leaders by the American Management Association, Bob's work has transformed how professionals approach sales, communication, and leadership. His perspective is essential for anyone looking to grow a business by building genuine connections, offering unmatched value, and leading with integrity. Sponsored By: RobinHood - Receive your 3% boost on annual IRA contributions, sign up at robinhood.com/gold Indeed - Get a $75 sponsored job credit at indeed.com/profiting Shopify - Sign up for a one-dollar-per-month trial period at youngandprofiting.co/shopify Microsoft Teams - Stop paying for tools. Get everything you need, for free at aka.ms/profiting Mercury - Streamline your banking and finances in one place. Learn more at mercury.com/profiting Open Phone -  Streamline and scale your customer communications with OpenPhone. Get 20% off your first 6 months at openphone.com/profiting LinkedIn Marketing Solutions - Get a $100 credit on your next campaign at linkedin.com/profiting Bilt Rewards - Start paying rent through Bilt and take advantage of your Neighborhood Benefits™ by going to joinbilt.com/PROFITING. Airbnb - Find yourself a co-host at airbnb.com/host Active Deals - youngandprofiting.com/deals       Key YAP Links Reviews - ratethispodcast.com/yap  Youtube - youtube.com/c/YoungandProfiting  LinkedIn - linkedin.com/in/htaha/  Instagram - instagram.com/yapwithhala/  Social + Podcast Services - yapmedia.com   Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, entrepreneurship podcast, Business, Business podcast, Self Improvement, Self-Improvement, Personal development, Starting a business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side hustle, Startup, mental health, Career, Leadership, Mindset, Health, Growth mindset, Selling, Online Selling, Sales, Economics, E-commerce, Ecommerce, Negotiation, Prospecting, Persuasion, Inbound, Value Selling, Account Management, Sales Strategies, Business Growth, Scale, Scaling, Sales podcast

Shelby Haas-Sapp didn't become a sales expert overnight. At just 18 years old, she was selling door-to-door, mastering rejection, and prospecting with confidence. Now, at 23, she has built a thriving online business by combining her unapologetically feminine sales strategies with content marketing across social media. In this episode, Shelby reveals the mindset, psychology, and tactics behind closing deals. She shares how to handle objections, convert leads, scale with webinars, and stand out online. In this episode, Hala and Shelby will discuss:  (00:00) Introduction (01:32) How Motivation Drives Sales Success (03:37) Building a “Sales Psychopath” Mindset (06:53) Why Women Are More Successful at Selling (09:50) The Hot Girl Sales Mentality (16:31) How to Sell to Different Types of Buyers (26:37) Lessons from Door-to-Door Sales Strategy (29:44) Why Being a “Soft Girl” Won't Cut It in Sales (33:18) How to Handle Objections and Close Deals (45:02) Why Content is the New Sales Pitch (46:41) The Secrets to Successful Deal Closures (54:35) Social Media Sales Strategies (01:02:07) Webinars for Effective Online Selling Shelby Haas-Sapp is a sales trainer, content creator, and founder of She Sells Academy, where she empowers motivated women with the skills and mindset needed to succeed in sales. Starting in door-to-door sales, Shelby learned how to pitch, handle rejection, and build resilience. Now, she's changing the game by teaching women how to crush it as remote sales reps, own their ambition, and achieve financial freedom. Sponsored By: RobinHood - Receive your 3% boost on annual IRA contributions, sign up at robinhood.com/gold Indeed - Get a $75 sponsored job credit at indeed.com/profiting Shopify - Sign up for a one-dollar-per-month trial period at youngandprofiting.co/shopify Microsoft Teams - Stop paying for tools. Get everything you need, for free at aka.ms/profiting Mercury - Streamline your banking and finances in one place. Learn more at mercur.com/profiting Open Phone -  Streamline and scale your customer communications with OpenPhone. Get 20% off your first 6 months at openphone.com/profiting LinkedIn Marketing Solutions - Get a $100 credit on your next campaign at linkedin.com/profiting Bilt Rewards - Start paying rent through Bilt and take advantage of your Neighborhood Benefits™ by going to joinbilt.com/PROFITING. Airbnb - Find yourself a co-host at airbnb.com/host Resources Mentioned: She Sells Academy: bit.ly/SheSellsRemote  Active Deals - youngandprofiting.com/deals   Key YAP Links Reviews - ratethispodcast.com/yap  Youtube - youtube.com/c/YoungandProfiting  LinkedIn - linkedin.com/in/htaha/  Instagram - instagram.com/yapwithhala/  Social + Podcast Services: yapmedia.com  Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Economics, E-commerce, Ecommerce, Negotiation, Persuasion, Inbound, Value Selling, Account Management, Business Growth, Scaling, Sales Podcast.