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“I think it's really important to celebrate the intermediate steps along the way because if you're only thinking about the highest level of the NCAA…it gets overwhelming. You have to have those goals along the way.”We're back with more Office Hours episodes. My guest today is someone that's become synonymous with Hoya distance running — Brandon Bonsey, the head men's cross country coach and longtime leader of Georgetown's storied middle-distance program.He's more than a decade into his coaching career on the Hilltop — Bonsey has guided the Hoyas to dozens of All-America honors, multiple Big East titles, and a steady presence at the national level across cross country and track. A proud alum himself, Bonsey competed for Georgetown from 2004 to 2009, and since returning to his alma mater, he's played a pivotal role in both honoring the program's legacy and evolving it for today's generation.In this episode, we talk about what it's like to coach at the place that shaped you, what he learned from mentors like Pat Henner and Chris Fox, and how he's helping develop two of the most exciting young middle-distance talents in the country — Tinoda Matsatsa and Abel Teffra. We also get into recruiting at a high-academic institution, what sets the Georgetown culture apart, and how Bonsey blends emotional investment with long-view composure as a coach.This is a great one for anyone who loves hearing how tradition meets innovation in today's NCAA coaching landscape.Host: Chris Chavez | @chris_j_chavez on InstagramGuest: Brandon Bonsey | @thebonz21 on InstagramSUPPORT OUR SPONSORSOLIPOP: Olipop is a prebiotic soda that tastes like a throwback to your favorite childhood drinks, but it's loaded with benefits that your body will thank you for. Each can has 2-5g of sugar, 6-9g of fiber, and a science-backed formula designed to help you support your digestive health. They've got plenty of flavor options like Classic Root Beer, Crisp Apple, Grape, Cream Soda and wild hits like Peaches and Cream. You can grab Olipop at Target, Whole Foods, and Walmart or you can go to DrinkOlipop.com and use promo code CITIUS25 at checkout for 25% off all of your orders.PILLAR PERFORMANCE: We all know that sleep is where the magic happens. That's when your body is rebuilding – but getting into those deeper stages of sleep is what makes the difference between just going to bed and actually recovering. Just mix in a scoop of water about 30 to 60 minutes before bedtime. It's simple, it's clean, it's vegan, and NSF certified. If you're someone who takes their training and recovery seriously, this is something worth trying. Head to pillarperformance.shop, or if you're in North America, go to thefeed.com and use code CITIUS for 15% off your first purchase.GRAND SLAM TRACK: This isn't your average track meet. This is Grand Slam Track, where legends are made, records fall, and the stakes are high. After a sellout crowd in Miami and $100,000 awarded to each Slam champion, the league now heads to one of the most iconic stages in American track: Franklin Field in Philadelphia, May 30th-June 1st. Grab your tickets now at GrandSlamTrack.com and witness it all packed into one unforgettable weekend. VELOUS: Recover smarter with VELOUS' new active adjustable slide! Tired feet? VELOUS has you covered. VELOUS just launched the NEW Active Adjustable Slide, designed to take your recovery to the next level. With a perfectly contoured midsole, these slides maximize cushioning and support to help ease tired feet and legs. Run. Recover. Repeat with VELOUS. Check out the entire collection and enjoy 20% off your purchase by entering code CITIUSMAG20 at checkout!
Chris Fox joins Ian and Ben to chat through the Sutton United defeat and take your questions.Pic courtesy of Gary Brown Hosted on Acast. See acast.com/privacy for more information.
Happy Easter from the Gloverscast!Ben and Dave have gone for some extra support on this edition, we have both FGCQCRob Manley and Chris Fox to chat about Forest Green Rovers, the two penalties we didn't get and how we're sick to death of Ryan Inniss scoring late goals.We chat Eastleigh and Easter for good measure too! Hosted on Acast. See acast.com/privacy for more information.
Andor Season 2!? Ahsoka Season 2!? Star Wars: Zero Company!? STAR WARS CELEBRATION JAPAN 2025 is here! Our very own Matt Hudson is joined by Dave Dunne and Emma Jenkins LIVE from the Makuhari Messe in Japan for on-the-ground coverage of the Con. Meanwhile, Luke Bligh and Chris Fox breakdown DAY TWO of the Celebration news. Together, they cover the latest Star Wars Cele-B reports, ranging from 'Andor Season 2' , the 'Ahsoka Season 2' panel featuring Dave Filoni, Rosario Dawson, Hayden Christensen, ADMIRAL ACKBAR, and the 'Star Wars: Zero Company' videogame announcement. This is the Star Wars Celebration coverage episode you're looking for...For all your Sessions needs, head to starwarssessions.co.uk // Find and support us on PATREON at patreon.com/starwarssessions // Don't forget to rate, review, subscribe, and share! You can find us on Instagram, Threads, Bluesky, X, TikTok, Facebook, so drop us a follow! // Send your voice messages and comments to hellothere@starwarssessions.co.uk and we'll get them on the show // Catch the show on Spotify, Apple Podcasts, Audible, and all good podcast platforms // Thanks again for listening – we so appreciate your continued support.MTFBWY Hosted on Acast. See acast.com/privacy for more information.
The Glovers have back to back home wins under their belts and we are very much enjoying it!Ben, Dave and Chris Fox chat about the 2-1 win over Oldham Athletic. Hosted on Acast. See acast.com/privacy for more information.
In the lead up to South of Midnight, we were fortunate enough to speak with members of the Compulsion Games team about the upcoming action-adventure Xbox exclusive and how they went about building a handcrafted world embedded in Southern Gothic folklore. We were joined by Jasmin Roy, Game Director for South of Midnight, and Chris Fox, who serves as the game’s Audio Director. South of Midnight is out now for those who opted for the premium early access, though it rolls out officially on April 8 for Xbox Series X/S, PC, and Xbox Game Pass. For more gaming news, reviews & more visit https://www.press-start.com.au SUBSCRIBE | https://goo.gl/i9FGAx FOLLOW US | https://www.facebook.com/gaming/PressStartAu https://twitter.com/PressStartAU https://www.instagram.com/pressstartau/ https://www.tiktok.com/@pressstartau Contact us at hello@press-start.com.auSee omnystudio.com/listener for privacy information.
Chris Fox joins Ian, Ben and Dave on this episode to discuss one of the most turbulent weekends in recent Yeovil Town memory, and that's saying something. We cover it all, and Harvey Greenslade's winner in this mammoth episode.It's also four years to the day that our Captain, our Number 4, Lee Collins tragically passed away. As always, we reflect on it and Lee's legacy to us as supporters. Thank you to Mike Hudson, Elliot Watts and Sheridan Robins for sharing their reflections too.Up the Glovers. Hosted on Acast. See acast.com/privacy for more information.
It's been a quiet week at Yeovil Town FC - and maybe that's no bad thing.Ian is away ill, so Ben and Dave are back with Chris Fox to chat about Solihull Moors away this Saturday afternoon and plenty more besides including your #GCQsWe've had a lot of love come our way these past few days and weeks and there's never a bad time to say 'Thank You' to all our support for both the podcast and website, we mean it, we're incredibly grateful. Hosted on Acast. See acast.com/privacy for more information.
We are beyond thrilled and honoured to have the legendary Mr. Chris Fox on the podcast to talk to us about his involvement in the Steps 25 campaign in 2022. This included restoring, remastering and recreating over 60 (!!!) incredible Steps music videos, live performances and never before seen footage from the Sony music archives.He is also responsible for producing the Platinum Megamix music video which involved creating a stack of 21 colourful boxes, each intricately themed to match iconic imagery from the featured songs - drawing inspiration from the album art, music videos and performances. Chris continues to work for ICONIC acts like The Spice Girls, S Club 7 and Girls Aloud (legends only) breathing new life into there music video discography, ensuring that their online releases meet the highest standards of quality and stand the test of time.You can follow Chris Fox on Instagram @chrisfox and find out more information about his creative work via https://www.bringitallback.co.uk/Here & Now - The Steps Musical is touring the UK and Ireland in 2025/26. Tickets are on sale now via https://thestepsmusical.com/Follow ‘Glitter & Gold: The Original Steps Podcast':Instagram, TikTok & X: @glitterstepspodScott: @scottlove87Shane: @stepmeisterBrad: @bradszmerlingEmail: glitterstepspod@gmail.com Logo & Brand Design: BvrlyCreative Hosted on Acast. See acast.com/privacy for more information.
A big win on the board and 2025 is off and running (albeit slightly later than ideal), Chris Fox joins Ben and Dave to chat about the 3 points earned against Tamworth, the game against Maidenhead and few other bits as well, including your #GCQs Hosted on Acast. See acast.com/privacy for more information.
Tuesday's "Connecticut Today" with host Paul Pacelli opened with Paul talking about a proposal to lower the state's blood-alcohol DUI threshold from .08 to .05 percent (00:38). State House Republican Leader Vin Candelora talked about a push to possibly reign in Connecticut's "Trust Act" for illegal aliens (16:01). Yankee Institute blogger Meghan Portfolio joined us to chat about more early legislation being introduced in the General Assembly (22:26). CBS News correspondent Chris Fox joined us from Austin, Texas, on the Trump White House immigration enforcement push (32:56) Image Credit: iStock / Getty Images Plus
Episode Preview: 00:00-3:18 Mat Comtois cover: 3:30-6:54 Original part one with Chris Fox and Bob Nanna: 6:54-1:19:09 Seth Gile cover: 1:19:09-1:24:13 Kristian Basaraba: 1:24:13-1:38:45 Uli Sailor: 1:38:47-2:24:06 HTCE 30th anniversary commentary and Brendan Murphy cover: 2:24:06-END
In this episode of Munro Live Podcast, Chris Fox, Munro's Low Voltage Systems Lead Engineer and expert in automotive wiring and ADAS, sits down with Chris Stoffel, Director of Industrial and Creative Design, and Ryan McMichael, Director of Sensors & Systems for Advanced Hardware at Zoox. The discussion dives deep into Zoox's journey as a trailblazer in autonomous mobility, exploring the company's history, the innovative design philosophy behind their vehicle, and the cutting-edge sensor technology that powers its autonomy. Join us for an insightful conversation on how Zoox is shaping the future of transportation! Munro Live is a YouTube channel that features Sandy Munro and other engineers from Munro & Associates. Munro is an engineering consulting firm and a world leader in reverse engineering, costing and teardown benchmarking. Munro Home of Lean Design https://leandesign.com/
Host Paul Pacelli opened Tuesday's edition of "Connecticut Today" with word of a Hearst Connecticut Media investigation into some discrepancies connected to recent Connecticut election results (00:52). CBS News correspondent Chris Fox, in Austin, TX, talked about a visit earlier in the day to the U.S. southern border by incoming White House Border Czar Tom Homan (16:10). We welcomed Dr. Robert Marbut, senior producer of the streaming documentary, "Fentanyl: Death Incorporated" (24:04). Yankee Institute blogger Meghan Portfolio dropped by with her weekly update (34:59), while University of New Haven senior lecturer in economics and business Dr. Brian Marks explained the possible effects of trade tariffs proposed by President-elect Donald Trump (41:56) Image Credit: REUTERS
David Fahrenthold on Donald Trump's cabinet changes and his threat of harsh tariffs // Chris Sullivan with a Chokepoint: Preparing for "Revive I-5" part 2 // Chris Fox on Trump's border czar visiting the southern border-LIVE // Linda Gradstein in Jerusalem on the latest ceasefire proposal // Gee Scott on Seattle Public Schools not closing 4 elementary schools in 2025
This week Singer Alexis Strum and Chris Fox the director of the Alexis's new single 'Alexa play Taylor Swift Karma' (which features our very own James Colebrook) join Bunny and the Beast
Chris Fox / Nick Miller & I have a conversation about Kumas Corner, their 1st beers, the soundtrack of their youths, returning after 22 years, Billy Strings & their hangover cures. Throughout this chat, we enjoyed Miskatonic Brewing's "West Coast Wiccan" the 5.3% Pale Ale. This is a Heavy MTL presents Vox&Hops episode! Heavy MTL is Montreal's premier metal promoter. They host one of North America's best Metal Festivals & present countless amazing events during the rest of the year. I am truly honored & extremely excited to have them involved in the podcast. Make sure to check out Vox&Hops' Brewtal Awakenings Playlist which has been curated by the Metal Architect Jerry Monk himself on either Spotify or Apple Music. This playlist is packed with all the freshest, sickest & most extreme albums each week! Episode Links: Website: https://www.voxandhops.com/ Join The Vox&Hops Mailing List: http://eepurl.com/hpu9F1 Join The Vox&Hops Thirsty Thursday Gang: https://www.facebook.com/groups/162615188480022 Flesh and Blood Robot: https://www.fleshandbloodrobot.com/ Miskatonic Brewing: https://www.miskatonicbrewing.com/ Cryptopsy Tour Dates: https://www.voxandhops.com/carnifex Vox&Hops Brewtal Awakenings Playlist: https://www.voxandhops.com/p/brewtal-awakenings-metal-playlist/ Heavy MTL: https://heavymontreal.com/ Sound Talent Media: https://soundtalentmedia.com/ Evergreen Podcasts: https://evergreenpodcasts.com/ SUPPORT THE PODCAST: Vox&Hops Metal Podcast Merchandise: https://www.indiemerchstore.com/collections/vendors?q=Vox%26Hops Use the Promo Code: VOXHOPS10 to save 10% off your entire purchase. Pitch Black North: https://www.pitchblacknorth.com/ Use the Promo Code: VOXHOPS15 to save 15% off your entire purchase. Heartbeat Hot Sauce: https://www.heartbeathotsauce.com/ Use the Promo Code: VOXHOPS15 to save 15% off your entire purchase.
Host Paul Pacelli kicked off Thursday's "Connecticut Today" with yet another report about the potentially dangerous situation at the U.S. Northern and Southern borders (00:27). CBS News reporter Chris Fox explained a major court case involving student hair styles (05:47), while "Only In Bridgeport" blogger Lennie Grimaldi talked about the continuing Success Village controversy, as well as the national election (11:38) Image Credit: REUTERS
Host Paul Pacelli started Friday's "Connecticut Today" looking at the growing conspiracy theories connected to Tuesday's presidential debate (00:40). GOP State Sen. Rob Sampson dropped by to chat about a recent controversy surrounding "curbside voting" in Bridgeport (07:24). CBS News reporter Chris Fox joined us from Austin, Texas, with details on another report that looks at the 2022 Uvalde mass school shooting (16:43). Finally, former Bridgeport State Rep. Chris Caruso capped-off the week with his regular thoughts on all the Bridgeport buzz (24:27) Image Credit: iStock / Getty Images Plus
Rare As Air - feat. Chris Fox (07-28-2024 AM) by Sundown Church
Joining Iain Dale on Cross Question this evening are the Liberal Democrat peer and Business and Trade spokesperson Lord Chris Fox, the Green Party peer Baroness Jenny Jones, the writer and political commenator Benedict Spence and the Institute for Government's senior fellow Sam Freedman.
Who is Karen?Karen Green is a marketing expert who has a passion for helping people sell their ideas, products, and services. She firmly believes in the principles of virology theory and how they can be applied to any sales situation, whether it's an investor pitch, business presentation, or job interview. With a focus on niche marketing, Karen helps her clients achieve their goals and reach their target audience. Her expertise extends to a wide range of industries, making her a valuable asset to anyone looking to sell more effectively.Key Takeaways00:00 Broad sales principles apply to various situations.04:54 Tailoring sales approach to individual buyer preferences.09:29 In 30 seconds, tailoring emails makes difference.11:57 Logic and biology in business development book.14:47 Book by former FBI negotiator with storytelling.Valuable Free Resource or ActionCopy of Karen's book by dropping her an email at karen@buyerology.co.ukA video version of this podcast is also at https://youtube.com/live/_________________________________________________________________________________________________Subscribe to our newsletter and get details of when we are doing these interviews live at https://TCA.fyi/newsletterFind out more about being a guest at : link.thecompleteapproach.co.uk/beaguestSubscribe to the podcast at https://link.thecompleteapproach.co.uk/podcastHelp us get this podcast in front of as many people as possible. Leave a nice five-star review at apple podcasts : https://link.thecompleteapproach.co.uk/apple-podcasts and on YouTube : https://link.thecompleteapproach.co.uk/Itsnotrocketscienceatyt!Here's how you can bring your business to THE next level:If you are a business owner currently turning over £/$10K - £/$50K per month and want to grow to £/$100K - £/$500k per month download my free resource on everything you need to grow your business on a single page :It's a detailed breakdown of how you can grow your business to 7-figures in a smart and sustainable way————————————————————————————————————————————-TranscriptNote, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)SUMMARY KEYWORDSbuying mindset, sales director, buyer's mindset, pricing, corporate buyers, facts and figures, virology model, human interaction, selling, personality profiling, AI, communication, prospecting, negotiation, case studies, coaching, selling toothpaste, retail, sales growth, buyer's profile, business development, webinar, Jeff Walker, B2B sales strategies, human approach, Harvard Business Review, decision making, influencing, marketing, entrepreneurshipSPEAKERSKaren Green, Stuart WebbStuart Webb [00:00:21]:Hi, and welcome back to It's Not Rocket Science, 5 questions over coffee. This is a great opportunity for me to sit and chat, with somebody I'm really looking forward to a discussion with. And I do have a cup of coffee, so therefore, good opportunity for me to sit back, let her do the talking, and I'll do the coffee drinking. And today, I'm talking to Karen Green who was a buyer, with with Tesco. Five I got that right, Karen? Yes.Stuart Webb [00:00:53]:And then you moved into, the, the supply side where you were a sales director, and now you are an expert consultant and speaker helping us all understand the buyer's mindset and how to go about doing things like, well, pricing and buying and things like that. So, Karen, I'm really looking forward to the conversation. Welcome to it's not rocket science, 5 questions over coffee.Karen Green [00:01:17]:Thank you for having me. I'm looking forward to it.Stuart Webb [00:01:20]:Terrific. Webb, okay. I guess the first thing we have to sort of dive into is is who is what is who is the person you're trying to help? What is it that we're all misunderstanding about buying that you're trying toKaren Green [00:01:31]:help us to understand? So on a on a broader scale, because, you know, whenever you talk to marketers, they say you should niche it down, niche it down. But on a broader scale, anybody who is trying to sell something, and you could be selling an idea to somebody, you could be selling a product or a service, or selling your business. So if you're doing an investor pitch, or even if you're trying to sell yourself for an interview, the principles behind behind the virology theory work for for any of those. So, much as, you know, my target audience is obviously, for my clients is more narrow than that, but this can work for any anybody really who wants to to sell more and sell better.Stuart Webb [00:02:23]:And what is it those people have done before you try and help them that that have made Webb they've made mistakes in that? Is is it just is it just not understanding the process or is it more than that?Karen Green [00:02:37]:It's more than that. And I and I found this statistic, and I asked lots of people. So I'll ask you the the the the number. So accordingKaren Green [00:02:49]:According to Harvard Business Review, what percentage of business to business, because that's really what I work in, business to business, corporate buyers, make the decision based on fact?Stuart Webb [00:03:03]:Yeah. So I'm going to have to say according to Harvard Business Review, and and I haven't read this article, but I would imagine it is a very, very low percentage. And I would imagine most people going into a buying situation think that that person buying is basing on all of the facts. And I'd imagine it's basically on whether or not you smiled or did something to make them feel good or treated them like a human or something like that.Karen Green [00:03:29]:You're absolutely right. So they say about 5% ofStuart Webb [00:03:33]:decisions That doesn't surprise me, I'm afraid. BasedKaren Green [00:03:36]:on fact. And and that's the biggest mistake that I think I probably was making from, from day 1 of being a salesperson because, my personality is is quite fact based. I'm quite interested in in sales growth and numbers. So I would do all my research, and I'd look at the company, and I'd look at, their values and their mission and their statistics and the market share, and I would know that relatively inside out. And if I didn't, I'd usually have somebody with me who did, like a category manager. And when I was sort of putting together the the basis for my model, the virology model, I actually realized that that's only 1 third of of the of the piece. The the main part of it is, as we say, that that buyers are human. And therefore, what you've got to do is spend more time researching the person you're selling to as a human being than actually the corporation.Karen Green [00:04:42]:And then the 3rd pillar, which I think is quite interesting, and it's harder to research, is what is that human's interaction with the company they're working for?Karen Green [00:04:54]:So for example, I do a lot of work with food and drink companies selling into UK retail because that's obviously my my background. And you might get a buyer who's been there a long time, seen it all before, doesn't really wanna rock the boat, and therefore, you know, you have to think about, well, they're not looking for promotion, they're gonna be looking just to keep going. They've seen it all before. Or you might have somebody actually who's who's super ambitious, wants to change the world, quite happy to go and do things differently, and that can make quite a difference between the way you, you tailor things. So that's where you kind of if you if you'd look at all three pillars, you will have a better chance. And it means that you can take your your basic sales message, whatever that is, and and tailor it according to the person. And that's and that's the skill, that's the basis for the book, and that's the basis for what I work with clients on to to make to make the difference.Stuart Webb [00:06:10]:That's that's interesting. I think it's it's very reminiscent. Of my experience when I was, first first out of, what I did and and and entered a world where I was being taught to be a manager briefly before I started sort of taking taking you know, doing doing things with my own companies. But the one thing that I can remember a a manager mentor of mine saying was when I sort of provided somebody with some feedback, I was doing it based upon my understanding of something, which was all about, as you said, numbers. And and this person looked at me and said, how did they take it? And I said, well, I didn't understand. You didn't seem to care about that. He said, no. You have to tailor your message to what they care about, not what you care about.Stuart Webb [00:06:54]:And it was such a I sat there and thought from, well, that sounds that sounds so so ridiculous. I mean, I was I was sort of, you know, late twenties. You know, I was I was one of those sort of, you know, sitting there knowing knowing everything and then thinking, well, why on earth is this person telling me something like that? Because that's clearly rubbish. And and it was absolutely the right advice because people don't wanna hear it based upon your understanding. They wanna hear it based upon their understanding, don't they? They're and and and as as communicators, the thing that we have to remember is that communication is what the listener does, not what we do. We can we can shout it from the rooftop, but if nobody's listening, we've communicated nothing.Karen Green [00:07:35]:It's true. And what's exciting, I think, now is the fact that the combination of having LinkedIn and having, AI, and there's there's a couple of AI, systems you can use. I use Humanix. There's also Crystal Knows, and there's a couple of others. You can go and analyze the buyer or the the person that you wanna sell to because it might not be a corporate buyer. It must might just be your boss, for example. And you can work out their personality based on and Humanix uses the the DISC profiling. So you can then say, well, actually, I mean, I'm a I'm a relatively strong red personality.Karen Green [00:08:16]:So, and I remember a bit like you when I was younger at at at Tesco, my boss sitting me down and saying, you know, you went and asked accounts for us. He said, talk me through. And I went, well, I took it up like you said, and I gave it to them. And I said, I need this. And he said, did you say good morning? And I went, might have done. Did you ask them how they were? And I'm like, well, why would I? Am I interested? I don't care. And he said, I think if you built the relationship a bit better, you might understand, you know, you might come better. And I was like, oh, okay.Karen Green [00:08:48]:Fine. But if you if you know your personality as well so I know that I'm high red. I'm gonna get to the point quite quickly. I'm it's not entirely true because I do have a bit of eye in me as well. So I am relatively interested in people, but I think that's probably come as I've got older. And if you know your shortcomings or your purse your chosen approach, and then you use something like Humanix, which really has changed the way I do, because I obviously work with a quite a large number of clients, so I do a lot of discovery calls. And I can go on to LinkedIn. I can profile them.Karen Green [00:09:29]:In 30 seconds, I've got fair idea what they're gonna be five, and it just it just gives it the edge. It really does make a huge difference, to to the way I approach things. I'm not as good as I should be, you know, in terms of tailoring my emails and tailoring this, that, and the other. And and I was, I was watching a, webinar last week actually by Humanex who were talking about how, you know, if you've got a mailing list, I use Hub Spot, and you've got, say, a 1000 people on it, you can segment it by, type and and and all that kind of thing. And and, yes, I probably would do better. And their their open click rates is amazing because they do tailor it specifically to to different types. But and I'm sure once AI gets a little bit better than it you just press a button and then it will do it for us. But at the moment, it's a little bit a little bit weird for me.Karen Green [00:10:22]:ButStuart Webb [00:10:23]:I'm I'm looking forward to the day that I, that that that on on on my behalf and AI buys everything I've already decided I want. Although at the moment, I've got a son that does that for me, and I just over things appearing, through the post because he just sits and orders stuff that he's decided that I want. Well, most of the stuff is for him is just my credit card. Anyway, so look. That takes me for the next to the next thing, and I think you've got a really brilliant free offer that, that we can we can all tap into to sort of learn some of this stuff. And and for this moment now, I'm going to show this ticket because I believe you have got a really valuable free offer, which I'm really excited about.Karen Green [00:11:08]:So so yes. I wrote, my this is my second book actually, Recipe for Success, which was aimed at at food companies. It's available on Amazon if if you are interested. But this is a broader book. This is around know your buyer, sell more, and and sell better. And the first third of the book does go into understanding the why. So, you know, understanding why why are people more likely to be human in a corporate decision making, situation than than driven by by facts and figures. And then it I get into the the disc profiling and different ways that you can actually work out who your who your customer is and and to think about the 3 3 pillars.Karen Green [00:11:57]:Because, you know, at the beginning, I was saying we tend to focus on that 3rd pillar about, well, the the logical bit. We still need the logic because if we don't have the logic, then the rest of it will will fall apart because we still you know, there there still needs to be that factual basis. And and then the final part of the book is thinking about, well, how do you go out and do all those different things to do within business development and sales, such as prospecting, sending the cold emails, having the meetings, closing the sale, getting repeats. All of that part is there, but but with the underpin of of how do you tailor it and how do you use biology to make difference. So that's that's the book. It is a it is available on Amazon, but, yes, if you drop me a line, I will arrange for and an address, actually. I'll need your address at the sameStuart Webb [00:12:50]:time.Karen Green [00:12:51]:So soStuart Webb [00:12:52]:drop an drop a a request and an address to karen@buyerology, that's buyeroldoydot co.uk. And that will be winging its way to you, which is a fantastic free offer. I love it.Karen Green [00:13:09]:Yeah. Please please do. I'll get get the message out because I'm really I am genuinely very passionate about what I do, and I think, the more people can who who get that understanding. Yeah. And as I say, you don't have to be an entrepreneur or in business for it to be useful. I mean, you know, some of some of the I don't know whether when toddlers actually get their their, personality. In fact, I should look that up because I've never thought about that. I've always thought, you know, if you're gonna sell something to a toddler, then that's probably and succeed.Karen Green [00:13:43]:Selling an idea to a toddler is is probably the hardest thing you'll ever do.Stuart Webb [00:13:47]:Well, I think is it is it it's not it's it's an old truism that we're all selling all the time over if you're what you're trying to do is persuade your your significant other to go out to the cinema. There's a there's a there's a there's an interaction of selling and buying interaction going on there, and it's just it's continuous, and we all ought to be better at it, I guess.Karen Green [00:14:08]:Yeah. Absolutely. It's it's it'sStuart Webb [00:14:10]:Makes make would make for happier relationships, I suspect, if we did actually do some of that. So, was there a particular book or course that actually sort of started you to to to think about? Obviously, other than the 2 books that you've mentioned that you wrote, but was there a particular book, of course, that actually, started you in this journey about understanding how buying be is such an important part of five.Karen Green [00:14:34]:So I would say the the best book I've ever read on this is Never Split the Difference. Five I've forgotten who wrote it now. Oh, god.Stuart Webb [00:14:46]:I didn't know.Karen Green [00:14:47]:I was looking on my shelf to see if I had it, and I think it's it's packed away because I've been it'll come back to me in a minute. But it's written by, he was an FBI negotiator, so he's not he wasn't at the time a commercial person. I mean, he does do a lot of training now. But it's a brilliant book because he does it there's a lot of storytelling in it, and he does talk about negotiating with with hostage situations and things like that. So it is quite interesting, but then he does get into, you know, how to negotiate a a pay five or how to negotiate, with your with your significant other as you're describing. It is a really good book, and it will come to minimum as to who's written it. It's it's a major major major major bestseller.Stuart Webb [00:15:37]:But that's, that's interesting, isn't it? Because once again, that you know, it's I I think we're discovering, you know, not that all buying situations are hostage taking situations, but I can understand what the the the the, the the links between those 2 because, obviously, what we've got is 2 people who are trying to reach some sort of an agreement, and I I guess Stuart the normal agreement is the price or whatever over you're gonna pay.Karen Green [00:16:01]:It's Chris Fox, by the way. I've just looked it up. Okay. But yeah. And and the point of the book, Over Split the Difference, I think is is a really good one because it's it is a technique that I've seen when I I was, Yeah. When I was working with Tesco. So they'll say, well, we want 50% margin. And you think, well, actually, I was only going in for, like, 30.Karen Green [00:16:26]:So if they say, let's split the difference, that's 40. But, actually, your toppest, toppest might be 38. So for them to go, let's split the difference because they've set this ridiculously high target figure to start with is is really poor. And and I actually do use it that thought process a lot where someone moves if someone says to me let's split the difference, I always say no. JustStuart Webb [00:16:52]:Just to see what happens?Karen Green [00:16:54]:Chris said. Chris said say no.Stuart Webb [00:16:58]:How fantastic.Karen Green [00:16:59]:That's funny.Stuart Webb [00:17:00]:Get out of that situation?Karen Green [00:17:04]:Well, it's you then have to look at the reasons why you wouldn't split the difference. It's quite hard actually because some people think it's think it they're being generous. They go, well, should we you know, if you're buying a car and they'll say, well, should we split the difference? Or I've had clients I have one recently where someone was saying, well, can we split the difference? I Webb, oh, no. No. Because because because you're asking a map. You were asking too much to start with. But you gotta be careful because then that seems a bit rude.Stuart Webb [00:17:33]:I love it. Oh, we could talk for this on our list, but we better not. We better not because I think, 1, it would it would eliminate any, any reason for anybody to to try and get your book, and they definitely should get your book. So I'm going to ask you the final question, which is obviously, Five been asking questions and you've obviously beautifully answered them, but there must be a question that you wish I had answered and I haven't yet. So, Karen, what's the question that I should have asked you? And, obviously, you know the answer better than anyone else, so you better answer it for us as well.Karen Green [00:18:05]:What's what's the evidence that biology works? I think isStuart Webb [00:18:11]:the best. That's a lovely question. I think it's a lovely question. Is there a good case study that you can bring us?Karen Green [00:18:18]:There's there's there's lots there's lots of of case studies I can bring. Certainly, over the last 2 or 3 years, I've had clients come along to me, and they've they've they've said, oh, this is my business and this is it, and I will turn on. I can remember one in particular. And I said, you don't really enjoy right running this business, do you? Because you really don't like selling because you're actually a real nice people person. And she went, you've only spoken to me for 5 minutes. How do you know that? And she got quite but she was very impressed. And we did end up working together for a very long time. And I did obviously explain to her afterwards.Karen Green [00:19:00]:I said, well, I've just profiled you, and and you're definite a very green person, and you like getting on with people. And and and therefore, you you know, to to sit across a buyer is gonna be really hard. So what you need is someone like me to protect you and go in and do it for you. And that's what I do actually with with a number of my clients. So so that kind of is an example of of the beginning of of of how it works. But, certainly, at the moment, I'm doing a lot more selling than I would normally do, on behalf of clients. I normally just coach, but I've got a couple of people who came to me and said, well, would you do it for me who are not born sellers? And, yeah, I'm having a lot of fun with it actually Stuart adapt, to the different personalities, and we're I'm off to see, Boots actually on Thursday sitting on the other side of the desk selling toothpaste. So it's gonna be quite interesting.Stuart Webb [00:19:59]:Fantastic. Fantastic. Karen, I mean, my immediate response my immediate response is I can't I can't believe, that you won't get 1,000,000 and 1,000,000 of requests for that book because, Well, if IKaren Green [00:20:11]:get 1,000,000 and 1,000,000, then we'll have to put we'll have to put, like, no more than 50 p 50 will be given away because, we don't want the repeat of, was it? Right.Stuart Webb [00:20:21]:There that is that is your that is your your challenge, people watching at the moment. And And if you're watching on replay, you may already be too late. Get that email to karen@birology, b u y erology.co.uk immediately to get your free copy of that book because I think, Karen, that is a brilliant message. I love what you've been telling us. I love the way that you're helping to peep get people. And I really appreciate you spending a few minutes with us, today.Karen Green [00:20:54]:Thank you for having me. I've really enjoyed it. It's been great.Stuart Webb [00:20:56]:Lovely. Now look. If you would like to get, an email from me letting you know about the wonderful people that are coming up on this podcast so you can watch five and get in before the offers disappear, send, go to this link, which is link.thecompleteapproach.c0.ukforward/newsletter. That puts you onto our letter list. We will be sending you an email, which gives you information about the upcoming webinars, the upcoming LinkedIn lives Webb you will hear wonderful people like Karen speak. And, Karen, I just wanna thank you once again for coming on and, spending a few minutes, certainly educating me, and I really appreciate it.Karen Green [00:21:37]:Thank you very much. Thank you. You've been great. Get full access to It's Not Rocket Science! at thecompleteapproach.substack.com/subscribe
Chris Sullivan with a Chokepoint: Checking in on the state's rest areas // David Fahrenthold on the Pro-Palestine college campus protests // Chris Fox on the encounter between police and college protesters on the campus of University of Texas // Daily Dose of Kindness: A young woman's prom night is made extra special // Scott MacFarlane on the latest conflict in Congress // Heather Bosch on the latest production from Everett's Village Theater // Gee Scott on the zebra still on the lam
Texas will see the eclipse first on Monday.
CBS Correspondent in Austin, Chris Fox joins Tom and Megan talking about Texas immigration law being back in court today. Credit: © Omar Ornelas El Paso Times / USA TODAY NETWORK
We are pleased to welcome Chris Fox today to discuss the process of hiring an estimator in the remodeling industry. Chris Fox is the Sales and Design Manager at Fox Home Innovations located in Manhattan, Kansas. As the company's Director of Design and Sales, Chris is heavily involved with the management of all design projects...
Listen to this clip from The Chris & Amy Show where they're joined by CBS News Reporter Chris Fox where they discuss Texas Immigration Bill SB-4.
This week we're chatting with Flesh and Blood Robot.The recently reunited Chris Fox (vocals) & Nick (guitarist) discuss everything from burgers & tattoos to Magic, bouldering, origins, the Metalcore “golden era”, MySpace, zombies, Aqua Teen Hunger Force, talks of new music, long song titles, gold foil merch, DIY tours, speed bills and bengay, cornfield surfing going cabless, taxers and more.
New to Love is Blind? On today's episode, we've got 5 things you should know before going into the new season, which airs on Netflix on February 14th (nice, right?). Don't hesitate to hit play if you're not new to the show, though, because you may just learn something as well. Over the years, we've had the chance to chat with multiple cast members from Love is Blind and we'd love for you to join the Unofficial Pod Squad and subscribe to the podcast wherever you like to watch or listen! Episodes mentioned in this episode: Hear about how things went down in the pods with season one's LC in this two-part episode. Part 1 | Part 2 Take it way back to the early LovePod days (don't judge the quality, we were new) to hear from Rory Newrough, who got engaged in season one, but didn't get chosen to go to Mexico. Check out our episode with season five's Chris Fox to hear about his experience on the show. Get your very own gold wine glasses from our Merch Store! Follow The LovePod on TikTok, Facebook, Instagram and f it, I'm still calling it Twitter! Join The Love is Blind Fan Page --- Send in a voice message: https://podcasters.spotify.com/pod/show/love-pod/message
On today's episode of The Tim Faller Show, Chris Fox is joining us as the guest to talk about the concept of Capacity Beyond Demand. In order to maintain a good budget and client experience, it is important to determine the capacity of each department, as having an over-capacity department can lead to a decrease...
On today's show, The Hon. John Ruddick, MLC discusses the latest Australian politics. Later, Russell Broadbent MP discusses breaking Australian political developments. Also, Chris Fox explains what NeuroFlex does. GUEST 1 OVERVIEW: John Ruddick is a member of the Legislative Council of the Parliament of New South Wales and a member of the Libertarian Party. He was an active member of the NSW Liberal Party and championed democratic reform of that party. In 2018 he published "Make the Liberal Party Great Again" but in mid-2021 he joined the Liberal Democrats after his disappointment with the Morrison and Berejiklian governments and their over-reaction to COVID-19 and the associated government debt. Follow him on Twitter/X: @JohnRuddick2 GUEST 2 OVERVIEW: Russell Broadbent is the Member for Monash in the Parliament of Australia and one of the longest serving politicians in the nation's parliament. He is Deputy Chair of the Parliamentary Joint Committee on Human Rights, and Deputy Chair of the Select Committee on Workforce Australia Employment Services. Russell was President of the Shire of Pakenham in 1984-85. He was a member of the Liberal Party from 1980 until his resignation on 14 November 2023. He's now an independent Member of Parliament. GUEST 3 OVERVIEW: Chris Fox is Global Head of Marketing and Sales at NeuroFlex.
Chris Fox from Love is Blind season 5 joins the pod this week to talk about everything from the Chris/Johnie/Izzy love triangle to his celebrity encounters. Chris developed a bit of a player reputation after ghosting Johnie and getting a new girlfriend, but has he changed his ways? We chatted with Chris about Love is Blind, After the Altar, and what life has been like on the Houston dating scene. He also gives us an exclusive look at his pod journal. What did he have to say about Johnie, Stacy and the other women he dated in the pods? If that's not enough, we also have an Instagram deep dive into some of his most embarrassing moments, and play a little Would You Rather with the Hebrew Hammer. You have to listen to find out how that one came to be. Follow Chris on Instagram @chrisfoxxy. Follow The LovePod on TikTok, Facebook, Instagram and f it, I'm still calling it Twitter! Join The Love is Blind Fan Page Shop the Merch Store --- Send in a voice message: https://podcasters.spotify.com/pod/show/love-pod/message
CBS Reporter in Austin Texas, Chris Fox joins Megan and Tom talking about the migrant crisis continuing along the Southern Border. Credit: © Jay Janner/American-Statesman / USA TODAY NETWORK
Today I have a special interview to share with you as Love is Blind Season 5 cast member Chris Fox joins the Love in Reality TV Podcast. We talked about his time on his show, the fallout from the reunion and what he is up to now. Make sure to follow Chris on Instagram here: https://www.instagram.com/chrisfoxxy/Follow me on Instagram: https://www.instagram.com/rickyvalero_/Follow me on Twitter: https://twitter.com/rickyvalero_Follow me on TikTok: https://www.tiktok.com/@rickyvalero_Support this podcast at — https://redcircle.com/love-in-reality/donationsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
12/12/23: Chris Fox is the Austin Bureau Chief at CBS Radio based out of Austin, TX. He joins Joel Heitkamp on "News and Views" to talk about the story of Kate Cox and why the whole country seems to be watching her life play out. Kate Cox is a 31-year-old mother of two, and filed a lawsuit last week to end a pregnancy she and her doctors say threatens her life and future fertility. The Texas Supreme Court ruled against her on Monday after she left the state to pursue the procedure.See omnystudio.com/listener for privacy information.
Clinton is joined by Launch NTT Data's Senior Vice President of Digital Transformation Services Chris Fox to dive into their new program LEAP (Large Enterprise Acceleration Program).Launch by NTT Data is happy to present LEAP - an initiative focused on supporting your enterprise in transforming into a company that innovates smoothly. Using this program, enterprises will save 20-40% by making running the business side of things more efficiently, giving you space to innovate successfully. Clinton is joined by Launch NTT Data's Senior Vice President of Digital Transformation Services Chris Fox to discuss how this model has proven itself and what is to come. Links: LEAPChris Fox's LinkedIn
Feliks Banel with his perspective as a historian on the war in Israel after the Hammas attack // Chris Fox in Austin, Texas on the special legislative session addressing school vouchers in the state and how it could affect the Republican Party // Scott MacFarlane on the closed-door talks between House Republicans to find a new Speaker // Dose of Kindness -- a florist in San Diego pays blooms forward // Travis Mayfield on the continuing drop in enrollment in Seattle Public Schools // Kate Stone on the witness testimonies presented in the Manny Ellis trial
Chris Fox, MD, UC Irvine School of Medicine by SAEM
Chris Fox, MD, UC Irvine School of Medicine by SAEM
Chris Fox and May Mobility CEO Ed Olson discuss why May Mobility is different from other autonomous vehicles Technology companies and the challenges the industry faces. May Mobility is a Michigan-based autonomous ride-hail and shuttle startup https://maymobility.com/ Munro Live is a YouTube channel that features Sandy Munro and other engineers from Munro & Associates. Munro is an engineering consulting firm and a world leader in reverse engineering and teardown benchmarking. Munro Home of Lean Design https://leandesign.com/
The track and field season ended with a bang in Eugene at the Diamond League finale. Gudaf Tsegay and Mondo Duplantis set world records as Jakob Ingebrigtsen put on a show and Athing Mu, Granta Fisher, and Yared Nuguse all got American records. No rest for the weary as the BMW Berlin Marathon is this weekend with Eliud Kipchoge. We break it all down. Want honest shoe reviews? BetterRunningShoes.com the LetsRun.com shoe review site is here. Check it out: BetterRunningShoes.com You missed our post-race live podcast from the Pre Classic if you're not a Supporters Club member. Join today: https://www.letsrun.com/subscribe Want an XC game on your phone? Check it out Show notes: 00:00 Banter 05:51 Crazy fast times at end of season 07:33 Jakob's amazing weekend 08:52 Jakob on pushing the pace 15:54 Jakob on getting all the world records including steeple and marathon 17:52 Could Jakob pull the Mo Farah? 19:38 Yared Nuguse 3:43 Miler 25:42 Yared was sick at Worlds -Rojo rant 32:16 Would Nuguse really retire if he won Olympic gold? 35:25 Daylight savings isn't ending 37:21 Beatrice Chepkoech and steeple 41:06 Grant Fisher 7:25 American record 45:30 Athing Mu 1:54 American record 55:47 Gudaf Tsegay 14:00 World 5000m Record 01:03:44 Crowd at Pre 01:13:42 Singlets 01:17:27 Katelyn Tuohy in Eugene 01:19:12 Big storylines from 2023 01:25:51 Chris Fox back to Syracuse as an assistant 01:31:31 Emmanuel Wanyoni and Marco Arop 1:42 01:35:31 Berlin Marathon this weekend -Eliud Kipchoge trying to lower WR and Scott Fauble and Americans chasing Olympic standard Contact us: Email podcast@letsrun.com or call/text 1-844-LETSRUN podcast voicemail/text line. Want a Berlin Preview Podcast And savings on running shoes? Join our Supporters Club today and get all the LetsRun.com content, a second podcast every week, savings on running shoes, and a lot more. Cancel at anytime. https://www.letsrun.com/subscribe Check out the LetsRun.com store. https://shop.letsrun.com/ We've got the softest running shirts in the business. Thanks for listening. Please rate us on itunes and spread the word with a friend. There is a reason we're the #1 podcast dedicated to Olympic level running.
Scott MacFarlane on the sentencing of Proud Boys ringleader Enrique Tarrio // Jeff McCausland on the meeting between Vladimir Putin and King Jong-un // Chris Fox on the impeachment trial of suspended Texas Attorney General Ken Paxton // David Fahrenthold on the sentencing of a Proud Boys leader and a possible government shutdown // Dose of Kindness -- Two for one on kindness today // Ursula Reutin on whether you should bring your pets on the airplane or not // Paul Holden with a report from PAX West over the weekendSee omnystudio.com/listener for privacy information.
Chris Fox, CBS Correspondent in Austin Texas joins the show discussing abortion lawsuit hearings continuing in Texas. Amanda Zurawski, one of five plaintiffs in Zurawski v. State of Texas, speaks in front of the Texas State Capitol in Austin, March 7, 2023 as the Center for Reproductive Rights and the plaintiffs announced their lawsuit, which asks for clarity in Texas law as to when abortions can be provided under the "medical emergency" exception. All five women were denied medical care while experiencing pregnancy complications that threatened their health and lives. © Sara Diggins / USA TODAY NETWORK
See omnystudio.com/listener for privacy information.
Episode 178: On this episode of “The Building Code,” Zach and Charley are chatting with Chris Fox, director of design and sales at Fox Home Innovations, LLC, in Manhattan, Kansas. Chris is a Kansas native and started the company in 2009. He's passionate about construction work and began learning at a very young age, working for his father's tile business. Tune in to the full episode to hear more about Chris' experience at Buildertrend University and why he sees the value of attending our two-day educational conference more than once. Join “The Building Code” Facebook group: https://www.facebook.com/groups/thebuildingcodecrew/ Follow us on social: Instagram: https://www.instagram.com/buildertrend/ Facebook: https://www.facebook.com/buildertrend/ Twitter: https://twitter.com/buildertrend LinkedIn: https://www.linkedin.com/company/buildertrend/
In this episode of the RETHINK Retail Podcast, guest host Paula Rosenblum sits down with Chris Fox, an experienced sustainability leader who has spent an impressive 25 years with HanesBrands. In his role as Chief Sustainability Officer, Chris oversees the company's sustainability program, which emphasizes the importance of people, planet, and product. With a background in law and a wealth of knowledge about the apparel industry's sustainability challenges, Chris is the driving force behind HanesBrands' commitment to making a positive impact on the lives of employees, communities, and the environment through innovative initiatives and responsible practices. Episode Notes: Visit hbisustains.com to learn more about Hanesbrands' sustainability initiatives. Are you ready to be crowned hottest retail tech of the year? Sign up to participate in RETHINK Retail's Nxt Gen Technology Program at rethink.industries/nxt-gen-retail-tech or shoot us an email at media@rethink.industries. If you enjoyed this episode, please let us know by subscribing to our channel and giving us a 5 star rating us on Spotify and Apple Podcasts. - - - - - - Hosted by: Paula Rosenblum Produced by: Gabriella Bock Research by Maggie Schwenn
In today's fast-paced world, sustainability is not just a buzzword, but a business imperative. More than ever, companies are being tasked with balancing profitability with responsibility while also considering the environmental, social, and economic impacts of their decisions. But as many of us have seen, it's all too easy for sustainability initiatives to become siloed and disjointed from a company's overall strategy. So, how can brands effectively integrate sustainability into their business operations in a way that's good for the planet, drives growth, and satisfies consumer demand? In this episode of the Crash Course Fashion Podcast, we're joined by Chris Fox, Chief Sustainability Officer at HanesBrands, who shares insights from his 25-year career on integrating sustainability into the core of business operations. We delve into how HanesBrands aligns environmental responsibility with profitability, exploring the challenges and complexities of implementing global sustainability initiatives. Chris offers an inside look into how HanesBrands meets evolving consumer expectations while prioritizing transparency, authenticity, and data-driven strategies to avoid the pitfalls of greenwashing. We also discuss the company's future sustainability goals, including technical innovations and its evolving role in shaping the industry's sustainability landscape. This episode is a deep dive into the realities of corporate sustainability, offering practical examples and valuable lessons on flexibility, learning, and adaptation for long-term success.
Join Fox and I as we talk about how See You Next Tuesday ended up coming back from a hiatus, and subsequently ended up working on their first album in 15 years, Distractions. We get into some of the lyrical themes of the singles that have come out so far, Fox wanting to go further with his lyrics and vocal approach. We also get into Fox learning to work on himself around the pandemic, how he got really into hiking and camping and removing himself from the busyness of the world around him. How being entrenched with nature pushed him to pursue photography and painting landscapes. Fox also teases another band of his coming back, my comparison of how Intervals was SYNT's "Shape of Punk to come" and more. Intro Music: “Remember This Night” (Podcast Edit) by Chae Hawk “Pretty Lights" by Heartsick Show Sponsor: Rockabilia (www.rockabilia.com) USE OUR CODE BREWTALLY AND GET 10% OFF YOUR TOTAL ORDER!! Starving Artist Brewing Co (www.starvingartist.beer) Links: Facebook: www.facebook.com/cunexttuesdaygrind www.facebook.com/rockabiliacom www.facebook.com/starvingartistbeer www.facebook.com/brewspeakpod Instagram: @cunexttuesdaygrind, foxtattoos, @rockabiliacom, @starvingartistbeer, @brewspeakpod, @jbeatty616 Twitter: @rockabiliacom, @brewspeakpod, @jbeatty616 Website: www.seeyounexttuesday.ffm.to/distractions Email: Brewtallyspeaking@gmail.com RATE/REVIEW/SUBSCRIBE!!! --- Support this podcast: https://anchor.fm/brewspeakpod/support
Chris Fox is an Atlanta based trail and ultra runner who is also a lawyer and a musician. We explore the similarities between the flow of a great run, and a great jam. Plus we throw in some music for your run with some new tunes from his band Bellwether Station.
Chris Fox @https://twitter.com/ArmchairAlpha?s=20&t=-TRurj9tAqZL6HgArq5dMg (ArmchairAlpha )from https://www.thearmchairathletics.com/ (Armchair Athletics )joins us to talk about all things sports, fantasy football, and their fantasy football reality show The Trenches! The Packers lost in London, we had another protestor at a Rams game. Are Lions fans done with Dan Campbell? Kliff Kingsbury is doing his best to lose the locker room by using the wrong pronoun. Geno Smith vs Russell Wilson and the surprising Seahawks offense. Is Gisele a witch?