Podcasts about corporate visions

In this week's episode of The Best Guest podcast we welcome presentation coach and Head of Ideas on Stage UK, Andrea Pacini.We talk about:The #1 communication mistakeThe SCORE method for creating memorable presentationsSimple design tips to avoid “Death by PowerPoint”How to use AI without losing your authentic voiceAbout Andrea PaciniAndrea Pacini is the author of the highly commended book ‘Confident Presenter', a presentation coach and Head of Ideas on Stage UK. He specialises in working with business owners, leaders and their teams who want to become more confident presenters. Since 2010 Ideas on Stage has worked with thousands of clients around the world, including organisations like Microsoft, Spotify, eBay, The World Bank and over 500 TEDx speakers. In 2024 Ideas on Stage was named Best Presentation Skills Training Specialist in the UK by Corporate Vision. Andrea himself has also been awarded Best Virtual Speaker 2024 in The Speaker Awards. Andrea is on a mission to stop great ideas from failing just because of the way they are presented. His vision is to help hundreds of thousands of business leaders inspire their audiences, increase their influence, and make a positive impact in the world.Key TakeawaysThe best presenters rehearse out loud not just in their headsEffective communication is all about your audience, not youSlides should support your message, not be your messageUse simple language to increase credibility and connectionThe goal isn't to eliminate nerves, it's to get comfortable with themAim for the best authentic version of yourself not for perfectionUse AI as a support tool, not a replacement for human connectionQuote“Your journey towards becoming the most comfortable and most confident presenter you can be is a journey of a thousand presentations.” – Andrea PaciniConnect with Andrea PaciniWebsiteLinkedInLearn more about the Confident Presenter book: https://amzn.eu/d/bKswMEeTo make the most of the book, take the Confident Presenter Scorecard to assess you presentation skills in less than 3 minutes, for free: https://ideasonstage.com/scoreAttend the next Ideas on Stage web class here: https://www.ideasonstage.com/uk/masterclassConnect with Victoria BennionLearn more about us: https://thebestpodcastguest.co.uk/Download our checklist: How to be an Excellent Podcast Guest https://thebestpodcastguest.co.uk/checklist/Follow us on Instagram: https://www.instagram.com/thebestpodcastguestJoin the Best Podcast Guest Facebook Group https://www.facebook.com/groups/thebestpodcastguestSubscribe to our YouTube channel https://www.youtube.com/@victoriabennionConnect with Victoria on LinkedIn https://www.linkedin.com/in/victoriabennion/

Today is a special day—we're celebrating our 100th episode! For this milestone episode, we're diving into a theme at the heart of enablement: making the impossible, possible. In today's business landscape, only 28% of sellers expect to hit their quota. So how can you enable your teams to overcome the challenges of the current market to achieve consistent go-to-market success? Shawnna Sumaoang: Hi and welcome to the Win Win Podcast. I'm your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. In this episode, we'll hear from nine leaders who transformed challenges into business outcomes, delivering impact against their go-to-market initiatives through enablement. From earning leadership buy-in to aligning go-to-market teams and boosting productivity, these leaders enable the impossible for their businesses. We hope their stories will inspire you to push boundaries and redefine what's possible in your organization. Driving consistent revenue growth can feel impossible when silos divide sales, marketing, enablement, and revenue operations. A unified enablement approach can break down these barriers and drive measurable impact. But how do you demonstrate the value of enablement to stakeholders and secure their long-term support? In this part, we'll hear Pam Dake, senior director of GTM enablement at Menlo Security, share her success story for gaining leadership buy-in. Pam Dake: My name is Pam Dake and I work for Menlo Security, a cybersecurity company that actually has just surpassed a hundred million ARR. One of the bigger challenges that I’ve had recently has been in aligning the executive teams in order to really, truly understand how to be impactful, leveraging the go to market motion in a way that not only lands the big deal, but also allows us to have a very productive and valuable customer relationship long term. And so for me, it’s been gaining the opportunity to have that meeting with all of these critical stakeholders, have them see value. Each and every time that you meet with them, so that they feel like they’re getting something out of that meeting where it’s actually really driving the business forward in ways that they may not have seen initially. And so for me, it’s been setting up a recurring meeting with those folks who are the most senior and executive in the company to be able to drive forward what sales needs, which actually is driven primarily from what sales needs. Really, our customers are looking for from us as a company. Be tenacious about how you’re able to make a difference with aligning their internal stakeholders and really driving forward the programs that will make a difference, not only in the short term and the long term. So as you consider the strategy that you’re building. Ensure that you have your other internal stakeholders aligned and do that in ways that create value for them so that they can see the impact. One of the things that we talked about earlier was data. Leverage the data that you have on hand. Leverage tools that provide you with that really impactful data that provide you with insight into the leading indicators that will actually drive the business longer term with the lagging ones. So the bottom line is really taking an outside in approach with what you’re doing from an enablement lens. How does this impact my customers? Therefore, how am I able to build the best programs that I can that will enable My internal stakeholders, my internal teams, in order to be successful and provide value to our customers, not only in the short term with what wins they’re able to achieve, but how they’re able to grow and develop the relationships over time. SS: You need stakeholder buy-in to break down silos and align your go-to-market teams – but why is that alignment so critical? Without it, you can't coordinate, plan, and execute the initiatives needed to drive the business outcomes that matter most. And when 90% of organizations fail to execute their strategies successfully, it clearly takes more than guesswork to achieve those outcomes. So how can you define, execute, and optimize your go-to-market initiatives to deliver unprecedented impact? In this part, we'll hear stories from enablement leaders who brought key go-to-market initiatives to life through enablement. First, let's start with a common initiative that impacts teams across the go-to-market organization: product launch. Effectively bringing a new product to market can make or break your revenue targets. We'll hear from Chris Wronski, senior program manager at Keysight, on how he helped deliver a product launch that contributed to the first revenue growth in seven years despite a tough market. Chris Wronski: My name is Chris Wronski. I’m a Senior Program Manager at Keysight Technologies, and I am the architect behind our Highspot implementation. The last couple years have been very difficult in the, across the entire industry, right? Every, many companies are talking about it, us included. If you go pull our quarterly info, you can see the last seven quarters have been very difficult for us. So what I talked about earlier, the focus on new product introductions. That’s an opportunity for us to make some hay. That’s an opportunity for a, we’ve got a brand new product, we’ve got a brand new reason to go talk to customers. Even if they have no opportunities, at least go explain to them what we’ve got, right? There might be something in there. We’ve done a lot of work around building sales plays in a way that the seller can consume it and trying to crush it down. Really, um, aggressive simplicity is what I would call it. But by building that in and giving them just a little bit of info to start the discussion in a way that we knew you could start that discussion with nearly any customer, that’s enough to get the ball rolling and let them go do their sales job. We’ve done a ton of pushing training to them. I can see that in the numbers. I can see when we do our training. I can see the following week there’s a huge spike in people going to those sales plays and looking at them and using them. And so, Last quarter we, we turned the curve, right? Turned the knee of the curve and brought back at least a little bit of growth. We were positive for the first time in seven quarters. SS: Next, let's dig into an initiative that is likely on the minds of many GTM leaders with the new year around the corner: sales kickoffs and events. Starting off a year on the right foot can provide a business with momentum that carries through the rest of the year. Brooke Cole, manager of global field readiness at Workato, shares with us how her team drove an impressive boost in NPS with their first in-person SKO events. Brooke Cole: My name is Brooke Cole, and I’ve been at Workato for almost three years. A business challenge that myself and my team have overcome that we’re really proud of is probably our first in-person SKO events that we executed earlier this year. Because of COVID and just the nature of the world, we had been unable to get together in person as a collective regional team. Really, ever. We hadn’t. We had one scheduled, and then we had to cancel it, of course. Uh, so, earlier this year, our team, we ended up doing it regionally. So, in North America, in APJ, and in EMEA, our team was tasked with putting on three different SKO events within three to four weeks. And we traveled to each one of them. And the way that we overcame that really was just a sense of teamwork and camaraderie. We built trust with one another. We had really open dialogue and communication. And we really used our skill sets and our collaboration. To put on an event that got an NPS score of 85 globally. We heard the phrase, this is the best SKO we’ve ever had. And truly, to be fair, it’s the only one we’ve ever had in person. But people left jazzed, and they left inspired, and we leveraged Highspot as a part of that. Going into this next year, this is the second year where Highspot will be our landing page for our global event that we’re having, and so it’s going to be the Know Before You Go, and we did that as a trial period last year, and it worked out really well. The traffic was great when people had questions, we were able to direct them to Highspot for that, and I think we were proud overall of just the vision that we put together. And how we executed the tools and the apps that we already had at hand in order to bring everybody together in a centralized place to give them the awareness and create excitement around the events. SS: Now, we're diving into an initiative that can have a profound impact on productivity: the sales process. Research shows that just 28% of a rep's time goes to selling, and an optimized sales process can help you streamline workflows and save time. Let's hear from Jay Livingston, head of enablement at Corporate Visions, on how his team is improving the sales process and delivering time savings as a result. Jay Livingston: I’m Jay Livingston. I lead Global Sales Enablement at Corporate Visions. I remember when I got involved in enablement, one of the things that I learned is that sellers spend an inordinate amount of time each month preparing their own content. They have a lot of goals. so we in a headquarters environment have time to sit around and think about how to improve some of these processes. Salespeople don’t, right? They’re running from call to call, always trying to be ready to meet that moment. And so one of the, one of the main challenges I’ve been focused on quite honestly for more than just the last couple of years at CVI is how do we make. Content and resources and tools and assets more purpose driven more readily available, more easily findable, and then more from a usability perspective, make it easier for, again, for those sales folks to be able to execute in those moments. And so I remember when we first rolled out Highspot here back a few months ago one of the things that, that a member of my team Eric is a VP on our team, would say, man, he’s I just, I don’t have time to do all the things that I need to do because I’m constantly getting emails or messages or slacks about, hey, where’s this and where’s this and where’s this, Highspot literally I no longer have to field any of those calls. As a matter of fact, when we were here in August, I had a chance, we were sitting around the table to share a story that just in the month, I think we had been maybe a month in at that point the amount of time that Eric has been able to get back in his day. To not have to field those annoying, it can be very annoying requests, right? Because how many times do we tell our sellers where things are, how to use them, right? And you almost wonder sometimes, are they listening, right? Are we not communicating it effectively? All of a sudden now we’re seeing literally no request for where is this? How do I use it, right? And so again, what I would say is it’s not bulletproof, right? There’s always going to be opportunities to improve. But one of the hallmarks of the way that I’ve tried to lead enablement organizations is to really have it boil down to two things. One, what is the seller’s, or what is your colleague’s ability to be able to execute in this moment? We can lean into the ability to help them get better. And two, what is their willingness? And willingness, oftentimes, is influenced by how easy something is to execute. And so if we can remove the willingness component, then we can just focus squarely on the ability. And so as we continue to move forward those are really the two things that, that we continue to evaluate ourselves by. Are we making it simple? And how are we helping folks coach or how are we coaching folks to get better and to be more effective and to utilize these amazing tools and opportunities that we all have SS: And now, let's talk about an initiative at the heart of enablement: training. When done right, sales training can drive the behavior change reps need to consistently hit their targets–but often, that can be easier said than done. Let's hear Anthony Doyle, director of sales enablement at Turnitin, explain how he revitalized training and ultimately improved seller engagement. Anthony Doyle: My name is Anthony Doyle, and I'm the director of sales and development at Turnitin. In terms of overcoming really difficult problems, the biggest problem is engagement—engagement from the sales teams, leaning into the enablement programs, spending time, and investing their time in their own development. I think that's what we've seen a real uptick on and success on in the past, maybe six to twelve months. We've seen a change in attitude. We're getting success now when launching new training programs. People are leaning into them, they're completing them, and they're giving us good feedback too, which is something that I probably never thought I would have said twelve months ago because we started investing a lot of time and building a lot of training, but then that wasn't really getting consumed. It was very difficult to get managers to even back us up and roll it out with our teams. Whereas now, when I've just presented to the go-to-market team on a go-to-market all-hands, strategy for the sales academy, there was just a lot of love in the room. A lot of people saying, ‘This is fantastic. We can't wait to see it in action and get our hands on it.’ So we had a lot of good feedback from that session. And that's really pleasing for me because it means that the strategy was the right strategy. I think the message for teams and enablement teams out there, if you are getting those challenges with engagement, is to keep at it, show value, and really drive those proof points. Get those wins regionally with teams who will engage, then present it in a very easy-to-consume way, and in a way that the teams can feel confident about engaging with. You will see the results, and the tide will turn. So that's something I'm proud of. SS: Next, let's explore an initiative that drives long-term impact—coaching. Effective coaching helps sellers apply newly acquired knowledge to maximize their performance. Let's hear from Andrea Holzwarth, VP of Sales Enablement and Customer Operations at Project Lead The Way, on how she supports ongoing coaching to help reps sharpen their skills. Andrea Holzwarth: We see a lot of value in coaching and training. We have our senior directors, our sales managers, really providing that one-to-one support for our reps out in the field. And we want them to be able to have those coaching conversations and the meeting intelligence helps with that. So we can see the calls. What is that? What’s going well? Maybe what are they struggling with? But I think a lot of times. I say this, that it’s easier to edit than it is to get started, and so having that AI feedback automatically in there it’s helpful, that’s a starting point. And then our senior directors, our sales managers can go in, provide more of that personalized coaching that they may see, but it gives them a starting point. One of the other benefits that I see with Meeting Intelligence is I just think about as a sales rep being in the field especially virtually now that we’re, all we do is meet virtually. It feels like we’re in the, we actually go to schools and districts too, but I would have loved it when I was a sales rep to just see, I think I know how I show up on camera or how I’m speaking to a customer, but, It is so helpful to go back and record and just see man, I said “um” a lot. So it helps with some of that coaching too. SS: And to close out, we asked our guests for advice on how they enable the impossible in their organizations. Here are a few tips from Suzanne Heller of Flight Centre Travel Group, Jennifer Shelley of QuidelOrtho Corporation, and Susan Kinser of Net Health Systems to help you take your enablement efforts to the next level. Suzanne Heller: Just go for it. Because we have the tools that make us successful. We have the tools to be able to measure what we’re trying to achieve. And it is okay at the end of the day to go back to the drawing board if it doesn’t work. But we won’t know that if we don’t try. And if we look at enablement 5, 10, 15 years ago, it wasn’t like what it is today. But because of the trial and errors that have, come up. Advice to anyone that is in an enablement role is just to go with your gut and deliver. And it is okay to go back and look at the data and pivot and optimize. You won’t know what’s successful unless you try it. I think my second piece of advice is buy-in. To your business, your brand, you tell a story, you bring immense value, and it’s really critical to create that brand awareness for yourself and for your team, to be able to let them know the purpose, and the deliverables, and the ROI that you bring to the business. So this would be my two. Jennifer Shelley: Not to get discouraged. Sometimes, we initially we will bring to the table things that sound outside of the box and Highspot tends to be on the cutting edge of technology. But technology can be frightening, and I think that you can get discouraged when people are, not as excited as you are about what you’re trying to accomplish with the technology that you have.  And just take your time, stay focused stay, consistent with your message and understand that it takes time for people to really understand the vision that you might have if they haven’t been exposed to all the great the great information that Highspot is providing them in terms of that cutting edge capabilities in the platform. Susan Kinser: Whether you have a seat at a table or not is to, try to get your voice heard so that you start having those conversations to understand the business outcomes that your team is looking to change, right? I think that the moment you’re able to ensure that you’re aligning any of your programs or any of your initiatives to those specific strategic initiatives that your company in a larger way is looking to achieve when you get that kind of information and you’re getting that feedback and you’re having more, and then they have that insight into the change that you’re making it just makes you more of that strategic partner and it gives you that space to continue to make that kind of success progress and success, I would say get a unified platform. Use Highspot and use the resources. And so I think what’s fun is in this ever growing enablement space, having your voice being heard only. makes the impossible more possible, right? As we start bringing things together and we start, having different ideas or having different needs, and we’re able to do things in these different ways, I would say my advice is to get connected to those business strategies, those business insights, and then get that unified platform and keep scaling. SS: As you heard from the enablement leaders we featured in this episode, nothing is impossible with the right team, tools, and processes in place. In looking to the year ahead, take stock of the challenges on the horizon and rather than looking at them as obstacles, channel them into opportunities to push the boundaries of what you once thought was impossible. Thank you for joining us for this special 100th episode of the Win Win Podcast. We'd love to hear how you are enabling the impossible—be sure to connect with us in the Highspot Spark Community to share your advice, and tune in next time for more insights on how you can maximize enablement success with Highspot.

According to research from Gartner, It can take up to 18 calls to connect with a prospective buyer. And when dealing with enterprise sales, that number can become even higher. So how do you help set your team up for success when navigating complex enterprise sales?  Shawnna Sumaoang: Hi, and welcome to the Win Win Podcast. I am your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Eric Nitschke, the VP of Commercial Enablement at Corporate Visions. Thank you for joining us, Eric. I’d love for you to tell us about yourself, your background, and your role. Eric Nitschke: Absolutely. Thank you for having me. My role or my background is a mix of marketing and sales enablement and leadership. So I have a lot of different things behind there and I think it’s shaped the way I’ve approached driving results for sellers and customers. Really. My background has always been in sales enablement content. So creating playbooks and websites or microsites, digital sales rooms, and different kinds of content that sellers would then use to educate themselves and be able to have better conversations. But the marketing background made me a little more aware of how content needs to be phased and directed at specific audiences. And that seems pretty, you know, common if you’re thinking about a customer marketing campaign to be role-based and set the direction toward what customer needs to do. But I think the same thing happens on the seller side, where we need to know what the seller is really trying to achieve at that stage of the sale process. So probably deeper than just my background, but I’ve been with Corporate Visions 12 years since my prior company was acquired. So I’ve actually kind of been with the two companies for actually 26 years. SS: Amazing. Well, we’re excited to have you here. And I know that one of your areas of focus is helping your teams elevate commercial conversations. I’d love to learn from you. What are some of your best practices for developing effective messaging and sales content? EN: Sure. That’s a great question. So I think a lot of companies, our clients, and lots of companies out there have a lot of great first conversations. And have trouble getting to the next one. And part of that is they haven’t gotten to the true business needs of the client. They may recognize an opportunity at the technical or at the service delivery level and it makes sense there. But when you start competing with additional budget or other initiatives that may not be competitive, but we’re all fighting for the same budget there, I think a lot of sellers don’t get to the next step because they haven’t really thought about the business value they drive. So when we talk about elevating the conversations, we always try to start and continue with where is the business value. It’s one thing to describe what your product is and what a client can do differently with it. But it really is about what it means to the company and how it’ll help them achieve business goals that really sets the hook and continues the conversation to the rest of the deciding journey. I think it’s really the biggest piece is just focusing on delivering those insights, and showing the connection to. The client needs and really just come out with being able to prove the value that you said you could up front. SS: Absolutely. Now, I know a key focus for Corporate Visions this year is enterprise selling. Can you share some of the challenges that reps can face during an enterprise sale and how you’re helping your teams kind of overcome those challenges? EN: So we’re pretty much focused exclusively on enterprise companies, but it’s gotten much harder, right? In the past few years, buyers have gotten so much smarter in the way they can research. And we’ve all seen the numbers about Buyers are 75, 80 percent of the way through the deciding journey before they even start talking to a seller. So we really need to make sure that our sellers have the ability to have conversations with multiple stakeholders. So don’t just focus on the technical, but focus on the business value that you’ll have across all those different decision-makers. Again, focusing on the economic buyers, make sure that we’re catching all the influencers and all the champions across the organization. And then the content that we develop is aligned again with where the seller is. So it’s not what we want to sell, it’s what the buyer needs to hear in order to make a decision. So all of our content, everything we have in Highspot, in our digital sales rooms, in our content management section, are all aligned with what to say, what to show, what to know to do. At different stages of the buying journey, you’re helping that customer along that deciding journey. SS: Absolutely. I love that. What would you say though, are maybe some of the key skills reps need to navigate, as you mentioned, sort of the complexities of an enterprise sale. And do you have best practices for helping to build and reinforce those amongst your reps? EN: So a lot of our research has led to the eight most important skills that are actually predictive of seller success. So having gone through more than 100, 000 buyer interviews and understanding why they bought, and why they didn’t buy. We can focus on those key eight competencies and eight skills that we know prove success. So being a creative negotiation planner, being able to articulate value, being able to align your solution with the value a customer really wants to see. These eight skills are the things that I focus most on when I create content, when I create learning courses, things we layer into the DSR to make sure that we’re at least displaying those things that a customer typically wants to see. And then when I create those things and bring them to market, again, it’s the learning, the digital sales room is so critical in being able to put the most important and most valuable content at the top. And then leave the more traditional or operational kinds of solution briefs and technical content at the bottom. SS: Got it. I think that’s fantastic. I’d love to understand from your perspective. Obviously, I’m a little biased when it comes to enablement platforms, but in your opinion, what is the strategic advantage of an enablement platform for helping to drive successful enterprise sales? EN: First is just basic integration, which sounds a little odd, but for me as the Highspot administrator, but also as the key enablement person, just being able to put things in a platform, Highspot, but having one platform for the learning, just the regular content access, and then take those messages to market through pitching or DSRs, Having it all in one place is incredibly helpful for me because I only have to upload it once and then use it many times. But also for the sellers because there’s never any doubt about where the right and new information lives. They always go to Highspot depending on the navigation or the spot overviews that we have. Very easy to find content and very simple to send it out. And then of course being able to monitor is just incredible for who looked at what and when all in one place so that I can gauge if is this the right content to be selling or are some things not working well enough and what I need to tweak. Again, it’s everything in one platform for all purposes. It’s just amazing for us. SS: I love hearing that. And prior to Highspot, I know you guys had another enablement tool. What has been the impact so far as you aim to improve enterprise selling moving to Highspot? EN: So again, I think the biggest change for us was that full integration as opposed to a great content management platform where you know where stuff is different from knowing where it is, knowing what to do with it, and being able to act on it immediately. There are plenty of content management drives and sites and platforms, but having it totally actionable and monitorable, I’m just going to make up a word, having it all in one place is the biggest thing that I’ve gotten out of our switch to Highspot. SS: Amazing. Now, you touched on digital rooms earlier as being kind of a key component to your enablement strategy, and your team has already achieved an impressive 59 percent adoption rate of sharing digital rooms with Highspot. Could you share more about how you’re using digital rooms to support enterprise selling? EN: We apply some of our other training and content that we have, and I would apply this to creating more memorable digital sales rooms. And there’s an entire process around being memorable. People will forget and just not even consider up to 90 percent of what you say or present to them. So finding the right 10 percent that you want them to remember is super key. And you do that through a couple different ways in digital sales rooms. One, you’ve got to remember that every buyer is in a different part of their journey. It needs to align with them to the point where even, are you trying to acquire a new logo. Or are you trying to expand an existing customer? Those are completely different motions that require totally different stories and skills, and they really need a different DSR to be able to just attach to those specific needs of the customer. Because if you use the wrong message, you actually push the existing client away. Another one is, again, when we talk about leaning into the biggest business value, we always put that above the scroll. They own a newspaper and put the biggest headline above the fold. We always want to make sure that when executives come to a DSR, they are instantly reminded of what value we are introducing and developing in their business and helping them achieve those large business goals. There’s also a whole set of design and imaging that I think makes things more memorable, and the Highspot DSRs are just amazing at doing that. Being able to quickly create templates that do that. So mostly when I create templates, they’re probably 80 some percent done, but they’re very purposely built so a seller can quickly come in and find the template that they want that best meets what they’re trying to do with it And it’s very quick for them to go ahead and customize that with their own client content and get it out the door In fact one DSRs we had sent out we found out that there were eight times more stakeholders involved in that deal than we realized. And it was a big RFP in this case, but we’ve used DSRs for RFPs for just one-off deals and our client success and our customers and ourselves, people are using the DSRs just to develop the business relationship over time. SS: Well, I love to hear that. So I know that partner enablement is also a huge focus for your team, especially, you know, as you’re navigating complex sales scenarios. Can you share more about your strategies for enabling and empowering your partners? EN: Sure, so we have several different partnership layers. So we have an affiliate program where independent contractors and consultants are out. Presenting CVI skills and CVI services. They basically get the same level of information our in-house sales team does because they need to have similar stories. They may not have to take the sale as deep into the designing journey as our in-house sellers might, but I still want them to have the context, the information, and know how to have those conversations so they can tee it up for one of us to come in and help them close it. We also have a number of alliance partners and marketing partners that We’re co-selling or cross selling and each looking into each other’s sets of business, whether prospects or existing customers. So we want to make sure that both sets of reps know the joint value conversation and we appear to be going to market together. Obviously we, you know, it’s our client and someone else’s prospect, so we’re helping with that. We want to show how seamlessly we work with their platforms, with their solutions, and then go to market together. And again, we make all that content available to our partners through Highspot. Maybe not to the level that our reseller partners would, but we want to be able to make sure that those partners are able to do business as if we were selling ourselves. SS: Absolutely. Last question, Eric. As you look ahead to 2025, how will your enablement strategy continue to evolve and how will Highspot help support you in that journey? EN: Wow. Great question. One of the big pieces of research we did a few years ago was what level of personalization is creepy. And it turns out, you know, we’ve all gotten the emails where. They just seem a little too familiar to me, and I’m sure they datamined my LinkedIn profile, but that’s creepy. So the right level of personalization is really at the industry level, where you have conversations about companies like yours that we work with, have these similar challenges in your industry, and here’s how we’ve been able to help solve them, let’s have a conversation. So, we pre-rate the content. Put them into pitch templates, put them into DSRs, and make it really easy for our sellers to then start pitch campaigns right within Highspot so that We know the messaging is right, and we know that the level of personalization isn’t creepy, because you really don’t want to come off creepy. And then, really going forward, we’re really looking deeper into, to more in learning development. So, building more custom courses internally. And also, those are broader, but also super, almost micro courses. Where everything I said about Digital Sales Room, I’m actually creating courses on how to do that. Industry plays. We usually go to market by industry, but let’s face it. Every industry has a different set of needs and business values. So we want to at least align with those things. So we’re creating all that custom content for our sellers. To then put into pitch campaigns. And then we’ll continue to monitor the scorecards and all the analytics functions that are in Highspot really helped me and help the rest of the product marketing team say, all right, that, that asset didn’t do what we thought it was going to do. It’s not being used. Do we need to promote it better? Do we need to rethink it? I’m getting insights that I never really had before. So we’ll continue to do that. The more data you get, right? The more insight you’ll get. We need to get our sellers continually to pitch. Fortunately, they’ve picked up on pitching and DSRs a whole lot. So we’re getting really good data that we can make the decisions on. SS: Love that, Eric. Thank you so much for joining us today. I really appreciate you sharing your journey. EN: Absolutely. Happy to. We love Highspot here. SS: To our audience. Thank you for listening to this episode of the Win Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

In this episode of Tech Sales Insights, Randy Seidl is joined by Kevin Guthrie, EVP of Sales at Alight Solutions. They discuss the importance of values-based leadership, sharing experiences from Kevin's illustrious career spanning companies like Oracle, Hyperion Solutions, and Tableau. Kevin highlights his leadership philosophy, the significance of fostering competitive camaraderie within teams, and the value of maintaining strong relationships. The episode also touches on the impact of mentors and peers in shaping Kevin's approach to leadership and sales success.KEY TAKEAWAYSValues-Based Leadership: Emphasizes the importance of clear values in leadership, fostering environments where employees align with company values.Customer Success: Prioritizing customer success creates loyal advocates and drives long-term business success.Mentorship and Development: Effective leadership involves mentoring, providing clear feedback, and fostering professional and personal growth.Relationship Building: Strong relationships and networking are critical in professional growth and business development.Adaptation and Resilience: Embracing challenges and learning from both peaks and valleys in one's career are crucial for growth and success.QUOTES"Be the leader that you want to have.""Happiness fuels your success.""Individual success must never come at the expense of the team success.""Nervous can't exist in service.""We exist to help people be healthy and financially secure.""Treat people how you want to be treated; practice the golden rule.""By virtue of my success at work, when I build a new relationship, when I work in the right, I live in the right house or have the right job or drive the right car, I'm going to be happy, but instead, happiness fuels your success."Find out more about Kevin C. Guthrie through the link/s below:https://www.linkedin.com/in/kevincguthrie/This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world's leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.

In this episode of The Experience Strategy Podcast, we're joined by George Barnett, strategy expert and author of The Strategy Toolkit, a newsletter that includes excerpts from his books on strategy, plus insights, analysis and strategy for the 21st century. We look at how business strategy has changed over the last 20 years and why customer experience is now so important for success. George shares stories from his work, showing how focusing on customer experience can help businesses grow and attract investors. Tune in to the episode as we discuss:  Why some common ways of measuring customer happiness might not work well How to use CX to attract investors  This episode is a must-listen for anyone interested in making customer experiences better and ways to have a bigger impact on their company's decision.  For access to the transcripts to this episode, click here.  

In this episode, Dom Hawes interviews cognitive neuroscientist Carmen Simon, uncovering how brain science can help marketers ensure their content is remembered. Carmen highlights the importance of focusing on distinctiveness and emotion to make sure your audience recalls the most crucial parts of your message. By understanding how the brain processes and retains information, marketers can begin crafting content that truly sticks, helping brands stand out in today's crowded digital space.Key points:Why distinctiveness helps capture and keep audience attention.How emotions play a key role in enhancing memory retention.The practical application of neuroscience tools like EEGs and eye-tracking in content strategy.Defining your "10% message" to ensure you focus on what matters most to your audience.Catch the full episode for more on how neuroscience can transform your marketing approach.Competition time!

In this episode, Dom Hawes interviews cognitive neuroscientist Carmen Simon, uncovering how brain science can help marketers ensure their content is remembered. Carmen highlights the importance of focusing on distinctiveness and emotion to make sure your audience recalls the most crucial parts of your message. By understanding how the brain processes and retains information, marketers can begin crafting content that truly sticks, helping brands stand out in today's crowded digital space.Key points:Why distinctiveness helps capture and keep audience attention.How emotions play a key role in enhancing memory retention.The practical application of neuroscience tools like EEGs and eye-tracking in content strategy.Defining your "10% message" to ensure you focus on what matters most to your audience.Catch the full episode for more on how neuroscience can transform your marketing approach.Competition time!

Quantum Frontiers and Corporate VisionEpisode Summary:In this episode, we delve into the groundbreaking potential of quantum computing, exploring its impact on the mysteries of the universe, from black holes to parallel universes. We also discuss innovative company strategies, emphasizing the importance of delegation, cultural integrity, and the power of exclusive content in driving business success.To contact Antonio T. Smith Jr.https://www.facebook.com/theatsjrhttps://www.amazon.com/stores/Antonio-T.-Smith-Jr/author/B00M3MPVJ8https://www.linkedin.com/in/antoniotsmithjrhttps://antoniotsmithjr.comhttps://www.instagram.com/theatsjr Decision-Making and AnxietyQuantum Computing and Its Implications:Enhanced Predictive Capabilities:Quantum computing can calculate asteroid trajectories with greater precision and speed, aiding in effective mitigation strategies.Potential to save lives by preventing catastrophic impacts through earlier detection and response.Search for Extraterrestrial Intelligence (SETI):Quantum computing could revolutionize SETI by efficiently analyzing vast data from radio telescopes.Potential to identify patterns and anomalies that may indicate extraterrestrial technology or communication.Understanding Black Holes:Quantum computing might provide insights into black hole physics, including formation, evolution, and singularities.Potential breakthroughs in understanding space-time warping and resolving paradoxes like the information loss problem.Dark Matter Research:Quantum computers could simulate dark matter interactions and analyze astronomical data for subtle effects.Could lead to new detection methods and better comprehension of the universe's missing mass.Advancement in String Theory:Quantum computing may accelerate string theory research by solving complex equations and simulating multi-dimensional spaces.Aims to reconcile quantum mechanics and general relativity, deepening our understanding of fundamental forces.Origins of the Universe:Quantum simulations of the Big Bang could reveal insights into the universe's early conditions and evolution.Could help in understanding the fundamental laws of physics and the nature of space and time.Exploration of Parallel Universes:Quantum computing might help simulate different quantum states and explore the concept of parallel universes or the multiverse.Offers a deeper understanding of reality and the potential interactions between coexisting universes.Radical Life Extension:Quantum computing could one day contribute to significant advancements in human longevity and potentially immortality.Conceptual link between quantum advancements and extending the human lifespan.Quantum Resonance Audio Series:An exclusive high-production audio-only podcast series inspired by the 90s classic "Quantum Leap."Explores profound journeys through time, space, and consciousness, emphasizing the perfection in all things.Company Vision and Strategy:Project Management and Growth Strategy:The company aims to manage 10 significant projects simultaneously, each with budgets over $28 million.Emphasis on hiring project managers and scaling operations to handle multiple large-scale contracts.Delegation and Trust:Effective delegation and trust in the team are key to managing multiple projects without overwhelming the CEO.The company's structure is designed to handle numerous projects, relying on the autonomy and expertise of team members.Cultural Integrity and Leadership:Upholding the company's culture is crucial; violations of the culture guide are taken seriously.Leadership emphasizes the importance of losing control to empower team members to make decisions and manage projects effectively.Strategic Fiscal Planning:The fiscal year starts on October 1st, with strategic preparations beginning as early as August.The company's long-term goal includes paying off employees for the entire months of August and December each year, emphasizing work-life balance.Exclusive Content Strategy:The company is focused on creating exclusive content, such as the "Quantum Resonance" series, to generate consistent revenue streams.The goal is to scale this content to achieve substantial monthly income, demonstrating the power of leveraging exclusive, high-quality content.Support this podcast at — https://redcircle.com/the-secret-to-success/exclusive-contentAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

What's up everyone, today we have the pleasure of sitting down with Carmen Simon, Chief Science Officer at Corporate Visions and Brain Science Instructor at Stanford CS. Summary: Carmen takes us on an adventure exploring the wonders of brain science and how to sustain attention through contrast. We cover embodied cognition, deviating from expected patterns and avoiding the sea of sameness in AI content. We also take a detour into the speculative future of neuroscience and making data impactful through context. About CarmenCarmen has spent her career in multimedia design, writing books, creating and selling companies, and more recently conducting brain science research. She wrote ‘Impossible to Ignore' – A groundbreaking approach to creating memorable messages that are easy to process, hard to forgetShe started (and still is) at Stanford Continuing Studies teaching several brain science coursesAnd today she's Chief Science Officer at Corporate Visions where she runs neuroscience research to help businesses increase their persuasive powerShe also recently published another book called Made You Look – a full-color image packed guide on developing persuasive contentEmbodied Cognition in MarketingCarmen highlights the rising trend of embodied cognition in neuroscience. This concept suggests that our brain's attention, memory formation, and decision-making are influenced by the interaction between the brain, body, and environment. It's not just mental processes but physical engagement that shapes our cognitive functions.She offers practical advice for marketers: involve your audience physically. For example, during a sales presentation or team meeting, encourage note-taking. This simple act engages multiple parts of the body, enhancing memory and focus. In Carmen's studies, participants who took notes during sessions retained information better than those who just listened.The key is to move beyond passive engagement. Traditional methods often required participants to stay still, but advancements in neuroscience now allow for physical involvement without compromising data accuracy. So, telling your audience to write things down can make a significant difference in how well they remember and engage with your content.This becomes more challenging in remote settings like Zoom. The temptation to type notes digitally is strong, leading to potential distractions. Carmen's research shows that while digital note-takers wrote more, those who handwrote their notes retained and synthesized information better. Handwriting forces individuals to summarize and critically engage with the content, enhancing the quality of their notes and memory retention.Carmen's insights suggest that integrating physical activities into your marketing strategies can create a more immersive and memorable experience for your audience. This approach not only boosts engagement but also helps in building stronger connections and better information retention.Key takeaway: Encourage physical involvement in your marketing efforts. Simple acts like note-taking can enhance engagement and retention, leveraging the principles of embodied cognition for more effective and memorable interactions.Enhancing Virtual Engagement with Body CuesCarmen discusses an intriguing neuroscience study comparing brain activity when showing products through slides versus using a whiteboard. She emphasizes that using a whiteboard engages people more effectively. The physical act of drawing grabs attention and creates a dynamic visual experience. When the audience is encouraged to draw along, this engagement deepens even further.Encouraging participants to draw along creates a shared physical activity, reinforcing memory retention. This technique leverages embodied cognition, where physical movement aids cognitive processes. Carmen's study showed superior recall effects for those who engaged in drawing versus those who only watched slides. After 48 hours, participants who drew remembered more, highlighting the power of active involvement.In a virtual setting, applying these principles requires creativity and discipline. For instance, you can ask participants to take control of the mouse during a demo or encourage them to use a digital whiteboard. Despite the challenges of remote interactions, these physical cues remain crucial for memory retention. Carmen's research indicates that handwriting notes leads to better retention than typing, emphasizing the need to integrate physical activities in digital environments.Carmen urges marketers to rescue the practice of whiteboarding, even in virtual settings. The visual and physical engagement it provides can significantly enhance memory and decision-making. By reintroducing these techniques, marketers can create lasting impressions and foster better audience connections.Key takeaway: Integrate physical activities like whiteboarding in virtual settings to enhance engagement and memory retention. Encouraging your audience to draw along or take notes by hand can lead to more effective and memorable interactions.Sustaining Attention Through ContrastCarmen dispels the myth of shrinking attention spans, emphasizing that humans are capable of sustained focus if the stimulus is engaging enough. She notes that from a biological and evolutionary perspective, our ability to concentrate hasn't diminished. The key is to make the content interesting and relevant. As an example, think about how many hours people can spend binge-watching TV shows when they're captivated.Carmen challenges marketers to think about how to capture and hold attention. The competition for focus is fierce, and at any moment, people can easily switch to something else. To stand out, marketers need to make their offerings compelling and distinct. This involves creating engaging experiences that resonate with the audience on a deeper level.One effective technique Carmen mentions is using contrast to create a noticeable difference between your content and that of others. The brain needs at least a 30% difference to perceive something as distinct. For marketers, this means clearly differentiating their solutions from the competition. It's not enough to claim that your product is better; the contrast must be perceptible and significant.She highlights the importance of making your marketing content unique and memorable. In a crowded field, ensuring that your message stands out is crucial. This can be achieved by presenting information in a way that is markedly different from others, creating a strong and lasting impression.Key takeaway: Create engaging and distinct content to capture and maintain attention. Use contrast effectively to differentiate your offerings, ensuring they stand out in a crowded market. This approach helps in making your marketing efforts more impactful and memorable.Deviate From Expected Patterns and Create Memorable ImpactCarmen highlights a significant distinction between human and AI-generated content: the power of human touch. She emphasizes that for the brain to perceive distinctiveness, it must first recognize patterns. This means that not every aspect of your marketing needs to be unique. Instead, marketers should identify areas of sameness and then have the courage to deviate from those patterns to create a memorable impact.One compelling example Carmen shares involves Krispy Kreme's daring marketing approach. They ran an ad with the headline, "Donuts are bad for you," a stark contrast to their usual “Donuts are life” messaging but also the typical health-centric marketing messages. This distinctiveness, paired with a c...

Welcome to episode 115. If you're in agency new business or account management and responsible for contract renewals and account expansion, you're in for a huge treat because Tim Riesterer, author of ‘The Expansion Sale' (Four Must-Win Conversations to Keep and Grow Your Customers), joins me. Tim is a powerhouse and working with huge enterprises in this area, but he also has a background working in agencies. We discussed data backed insight into: • the real reason prospects buy and how to change your approach to new business • why how you sell to prospects is not the way you should sell to existing clients • why overcoming the client's status quo bias is the key to unlocking client growth • why asking your client what problems they have just doesn't work • and so much more. I highly recommend following Tim on LinkedIn: https://www.linkedin.com/in/tim-riesterer or via the Corporate Visions website: http://www.corporatevisions.com/ and buying the book, ‘The Expansion Sale': https://win.corporatevisions.com/The-Expansion-Sale.html We talk about Tim's research and what overcoming a client's status quo bias means for agency account managers in my training. If you'd like to discuss account management training and all the options that we offer, then please go to my website and book a call. https://www.accountmanagementskills.com Or alternatively, you can send me a direct message on LinkedIn: https://www.linkedin.com/in/jennyplant

Individual and Corporate Visions

Welcome to another episode of "The Art of Consulting Podcast" with your hosts, Andy Fry and Cat Lam. As seasoned IT consultants, CPAs, and professional development connoisseurs, we aim to bring you inspiring messages to help you discover the X factor in your professional field, leading to the success you truly deserve in your career and life. In this third and final episode, Cat and Stephanie continue their insightful conversation about supply chain management, focusing on the critical aspect of data. Key Points from Previous Episodes:   Cat and Stephanie covered important considerations for supply chain implementation in the first two episodes. They explored perspectives from board members, C-suite executives, project teams, and individuals within the organization in the second episode.   Focus on Data: Stephanie introduces the topic of data, emphasizing the importance of understanding and managing data effectively in the context of supply chain implementation. Quality, Cost, and Schedule. She highlights the need to prioritize data quality for successful outcomes.   Source, Format, Language, and Content: Breaks down the elements of data quality, including source, format, language, and content. Illustrates challenges with examples like phone numbers having different formats across systems.   Sensitivity and Regulatory Compliance: Emphasizes the significance of sensitivity in data, especially when dealing with personally identifiable information and regulated data. Both Cat and Stephanie advise on the importance of complying with privacy regulations to avoid reputation damage. Involving   Legal and Consultants:  Recommends involving data teams and consultants early on, rather than starting with legal teams. Stresses the need for mapping out audit criteria, sensitivity components, and regulatory requirements.   Protecting Sensitive Data: Discusses the practical aspects of protecting sensitive data during migration, testing, and implementation. Stephanie highlights the importance of carving out specific teams or instances to handle sensitive information securely. Privacy Training and Data Sensitivity: Suggests conducting privacy training for project teams to create awareness about data sensitivity. Addresses the gap in understanding within project teams regarding the sensitivity of certain data. For the third and Final Episode Introduction: In this episode of "The Art of Consulting," our host Cat Lam and special guest for this episode Stephanie Forbes dive into the intricacies of data cleanup during ERP (Enterprise Resource Planning) implementations. They stress the critical importance of understanding the end vision and ensuring a realistic alignment between existing data and desired outcomes.   Key Points:   Start with a Clear Vision Emphasize the need for a clear vision before starting the implementation process. Stephanie outlined specific Key Performance Indicators (KPIs) and desired dashboards for a well-defined endpoint.   Iterative Process Stress the iterative nature of the data cleanup process. Cat and Stephanie discuss how project teams evaluate capabilities, costs, and schedules during the implementation journey.   Agile Methodology Consideration Debunk the applicability of Agile methodology in large projects like ERP implementations. They highlight the challenges of interconnected processes and the need for a systematic approach.   Stage-Gate Approach Advocate for a stage-gate approach in ERP implementations. Discourage bridging work and emphasize completing each stage thoroughly before progressing.   Data Cleanup Challenges Examine how data cleanup challenges contribute to change orders in contracts. Cat and Stephanie stress the importance of anticipating unknown work and its impact on costs and timelines.   In-House vs. External Cleanup Discuss the "it depends" scenario regarding whether data cleanup should be handled in-house or externally. The host and guest weigh the considerations for simple formatting tasks versus complex data challenges. Business Buy-In and Expertise Highlight the necessity of business buy-in during data cleanup. Illustrate the importance of domain expertise, especially when dealing with industry-specific data.   Duration of Data Cleanup Acknowledge the variability in the duration of data cleanup. Discuss factors influencing the timeframe, such as the scale of data, complexity, and organizational priorities.   Duration of ERP Implementation: Discussion about the realistic timeframe for ERP implementation. And what are the considerations for different organization sizes and complexities. The duo gave emphasis on the importance of understanding the unique challenges of each organization.   Complexity in ERP Implementations: Detailed analysis based on organization size and system complexity. Challenges faced by organizations with multiple mergers and acquisitions. The impact of disparate data sets and different coding languages on the implementation process.   Data Standards and Compliance: Importance of setting data standards in ERP implementation. The role of the CIO and data teams in determining compliance requirements. Addressing jurisdictional updates and regulatory requirements for global organizations. Corporate Vision and Future Planning: Linking corporate vision with ERP data standards. Considering future expansions, regulatory changes, and market entry in the ERP design. Anticipating scalability and ensuring the ERP system can adapt to future organizational needs. Timeline for Data Standards and Vision: The role of data standards in the Request for Proposal (RFP) process. Incorporating data standards in the development of the ERP document. Considering a realistic time horizon for corporate vision and future expansion plans.   Scalability and Design Implications: Emphasizing the importance of designing ERP systems for scalability. Discussing potential future needs, geographic expansion, and industry-specific requirements. The ease of considering design implications upfront compared to post-implementation adjustments.   Webinar Announcement: Stephanie's upcoming webinars on the greenhouse gas scope three protocol and risk management in the supply chain.  Conclusion: Navigating data cleanup in ERP implementations is a multifaceted process that demands careful planning, iterative strategies, and a commitment to thoroughness. Cat and Stephanie underscores the pivotal role of data accuracy in the success of ERP projects and encourages organizations to approach data cleanup with a strategic mindset.

Tim Riesterer - From Sales Enablement Origins to Orchestrating the Future of Revenue:On Episode 7, host Erich Starrett hops in the OSC Studios time machine with Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze.Tim shares his wealth of experience in sales enablement, spanning from the early days of automated RFPs and proposals to the evolution of the sales enablement function. He discusses the origins of sales enablement, its role in bridging marketing and sales, and its potential for strategic impact in the future. Tim also provides insights into the organizational hierarchy of enablement and its relationship to strategy, as well as the future of digital selling and the upcoming Digital Now Revenue Summit. Join us as we delve into the history, current landscape, and future possibilities of sales enablement with one of its foremost experts.Tim and Erich talk all things sales enablement, the evolution of the industry, the future of Revenue Enablement, and even share a few sips

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 6, Erich Starrett hosts Christopher Kingman M.S., Global Head of Digital Sales Enablement at TransUnion, in the OSC Studios. And - SPOLER ALERT - this Ep is COMPLETE with a first of its kind opportunity to meet our guest IRL and face-to-face! Along with some of the best-of-the-best who have made (and continue to make) Enablement and Digital Sales history. And with not one but two ISE Insider benefits to make it easy on the travel budget.Chris has a captivating Enablement past as the youngest SES Fore-founder in "the room where it happened" ...just up the street from his Florida home. He is also well known for standing up in that very room as the voice of the next generation. He shares his unique perspective on the past, while concurrently holding executive board roles with both the Revenue Enablement Society and Emblaze. Don't miss insights from this consistent practitioner, leader and volunteer on the Enablement front lines about the past, present and future of the function and profession. Highlights include: PAST: > Participating in the founding meeting of the Sales Enablement Society with people who came from as far away as the Netherlands like Thierry van Herwijnen and big names like Gerhard Gschwandtner and Jill Rowley invested their time, talent, and travel generously. Dr. Robert M. Peterson, who never lets Chris forget that he was the "youngster" there. PRESENT: > Chris' board role with Emblaze (fka AAISP) is informed by years of involvement including at the F2F events. > RES and Emblaze have partnered around the concept that your enablement person and your CRO/CSO are two sides of the same coin.FUTURE: > Developing the first standards-based Enablement Executive Education program. > The 2024 Emblaze #digitalnow Revenue Growth Summit in which the RES is cultivating the Enablement track, and Chris and RES President Gail Behun will be hosting a "How to speak CRO" session. We also announce an ISE Season Three exclusive. In affiliation with the 2024 digitalnow Revenue Growth Summit in Chicagoland April 2nd to 4th. THE must-attend event for digital-first revenue leaders. Hosted by Emblaze. Powered by Corporate Visions. (Check out the "mentioned in this episode" section

In this episode, we have Nathan Cassar share the importance and incredible value of having an MC at your event. We also talk about tips and advice to make the most of your Master of Ceremonies experience! Dive into the electrifying world of Nathan Cassar, Australia's most dynamic award-winning Master of Ceremonies, where he turns every event into an unforgettable spectacle. With over a decade of unmatched energy and prowess, Nathan has earned prestigious accolades like Corporate Vision's 2023 Best Professional Event MC and is celebrated among Eventex's Top 100 Most Influential People in the Event Industry. His versatile talents mesmerize audiences at grand events, from the Australian Event Awards to the Sydney Marathon. A favourite at NSW's premier venues and sought after by leading organizations like the REA Group and the Cancer Council, Nathan Cassar is the epitome of charisma and professionalism, ensuring each event he hosts is nothing short of a spectacular celebration. Connect with Nathan!https://nathancassar.com.au/ https://www.facebook.com/NathanCassar.MC/ https://www.instagram.com/nathancassar_mc/ https://www.youtube.com/channel/UC4xbLlDFphyHn1Xd1eqXlYg https://www.linkedin.com/in/nathancassar-mc/ Thanks for listening! Sarah Brush https://www.instagram.com/eventivebrush/

At the center of each new, retention or expansion deals lies a series of struggling moments that need to be listened to, understood, catered to, reframed and solved. These are moments that most sales, marketing and customer success teams are ignoring as they focus on scaling vs. driving account-based revenue growth with the accounts that matter the most to the bottom line.On the ABM Done Right Podcast below, Doug Hutton joins Kristina Jaramillo (President of Personal ABM.) He and his team at Corporate Visions created learning experiences that give marketers, sellers, and customer success professionals what they need to win each and every customer conversation. He is now the EVP of Customer Experience at Corporate Visions and  he has the privilege of leading all post-sale teams for exceptional delivery of Corporate Visions' science-backed messaging, content, and skills. From Customer Success to Delivery, his teams orchestrate a customer experience that leads directly to revenue growth - their clients first and foremost, and as a result, their own. While Doug and Kristina put a strong focus on winning the retention and expansion sale conversations . because they find that many customer success teams are not having the right interactions nor delivering the right experiences to existing accounts, they cover the complete buyer's journey and customer lifecycle.

Recent research from Sales Enablement PRO's State of Sales Enablement 2023 Report found that organizations with dedicated enablement efforts report a 9-percentage-point increase in average win rates compared to those that do not. So why is enablement mission-critical for organizations today? Shawnna Sumaoang: Hi and welcome to the Win Win Podcast. I'm your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Ryan Kolofsky, the senior director of sales enablement at Kalderos. Thanks for joining, Ryan! I'd love for you to tell us about yourself, your background, and your role. Ryan Kolofsky: Thanks for having me. My name is Ryan Kolofsky. I’m in Tampa, Florida. I work for a company called Kalderos. Kalderos is a software company that helps find drug discount noncompliance by working directly with drug manufacturers, payers, and covered entities, and we help limit costly non-compliance in Medicaid and the 340B programs. Our ultimate goal is to increase transparency with drug discount programs and build trust in these programs. It’s a very complicated market, but that’s what I do. I have about 20 years of learning and development training and started out as a regular trainer, then moved up into L&D and learning development. Then I was on the cuff of when sales enablement became a thing. It was not even a call to sales enablement. I think my first job was called a sales enablement officer I worked for a software company at the time and they were realizing that they were spending most of their learning and development budget on the sales team. It was being sucked up by the sales team. I think someone got a great idea somewhere and said, hey, let’s dedicate a person that just works strictly with learning and development, but is geared towards the sales team. I never looked back. That was probably about 10 years ago and growing up through the ranks and seeing a lot of things. I am happy to be here. SS: Welcome Ryan. Now, I’d love to start off by understanding why enablement is a mission-critical function at any organization. RK: I think it’s the bridge between everything. We usually sit in the middle and I used to say I’m a liaison between sales and marketing, but it’s grown much more than that over the years. It’s become a liaison between marketing, sales, product, sometimes HR onboarding, and stuff like that. I think it’s getting the salespeople up to speed and as quickly as possible from the minute they get in the front door to the time they’re selling that first deal and making revenue for the company. We basically work with marketing and one of the things I can see is mission critical is like marketing. When I first came into many organizations, they would build out a piece of content. They would build out a white paper or an email template, and they would release it to the sales team at like a sales meeting, and it got looked at for like 10 minutes, and then it just got filed in the back of their sales cabinet, and then never got used again. One of the main things I think makes it so critical is when marketing spends all that time on the great content that they’re putting out there, we take the time to not only show it to the salespeople but train them on it and give them an easy system where they can find it and when they need it the most. One best parts about sales is just having the right content, the right time, and the right knowledge. I think it helps tie it all together. SS: Fantastic. Now, in your opinion, what does good enablement look like? In other words, what are some of the key components of an effective enablement strategy? RK: It’s an orchestrated strategy to equip sales teams and the tools and the knowledge they need to engage with potential customers at the right time effectively. I think it includes everything. It includes not only getting the marketing material in their hands quicker, so they can get it out to customers or they can promote it for customers. It’s also getting the product knowledge they need, building on customer persona to make sure that they’re trained up and they know how to talk to the different people in the different industries. They’re working on old-school objection handling, being able to overcome those objections, and giving them the right things to say at the right time. SS: Absolutely. Now, you were familiar with Highspot in a previous role, which led you to bring it on when you joined Kalderos. Why was Highspot a must-have for your enablement tech stack? RK: It was actually a must-have for me. Actually, when I was recruited to Kalderos, I said, How soon can I get Highspot, or how soon can I get a platform to help me out? I had just had it at multiple companies before Kalderos, and It was the same use case. You walk in, everything’s on either OneDrive or Google Drive, and it’s all over the place. Documents are out of date, they’re using the wrong content. You have no learning development system that’s not only like an LMS, but a learning system that’s geared towards sales. There’s a lot that goes into that versus a regular learning system. Highspot is a great training and coaching platform. Outside the HR initial onboarding, we had nothing, so I built that from scratch and used Highspot all along. SS: I love to hear that. Now, getting buy-in for a new tool can be tricky. How did you partner with your sales and marketing teams to gain buy-in for investing in an enablement platform? RK: My boss had also used Highspot at one other organization, so the buy-in from there was really great. My product marketing person, who is like my right-hand person, believed in it from the very beginning. It was like a conservative effort. I think getting buy-in from the sales reps is having an easy system, having something that they can use and be timely with, but also it comes from senior management. I am very in tune with my sales leaders. It helps when the sales leaders are constantly pushing them back to a system or pushing them to take their training in the system or to go back and ask Did you look at Highspot first? That’s really helped with the adoption. I think the buy-in, though, is when they first start using it and they really realize the benefit they can get out of it. They just keep coming back and back. SS: I love that. Actually, that segues really well into my next question, because since implementing Highspot, you’ve achieved 86% adoption of the platform, which is amazing. What are your best practices for driving adoption? RK: It has to do with the senior management. You’ve got to get them involved. I mean, it’s the point where I’ve even had the CEO pushing Highspot and saying go look for it at Highspot. I think the adoption comes from once you’re getting them there to make it resourceful to them, to make it something they can use. I’ve been at other organizations where I’ve gone in and redone platforms because there was no adoption. Once you’ve worked on it and made it easier for them to find stuff in there, they definitely will come back. There’s also, like I said, forced adoption. The senior leadership pushed them back at it. What I mean by that is, if they have a sales deck and the original up-to-date one is on Highspot, and when a rep comes to them and says, hey, do you have that sales deck that I’m looking for? They just don’t send it through an email or Slack. They send it through the link either to Highspot to find it or the question goes right back to them. Have you looked in Highspot? I think that has helped. SS: Absolutely. Another key win that I had heard about within Kalderos is that you have driven a massive increase in pitch adoption through training that you actually delivered at your sales kickoff this year, which has led to a 5x improvement in buyer engagement. Can you tell us about this program and its impact? RK: At Sales Kickoff, we were very fortunate to have Jonathan, who works for Highspot and lives in Chicago, where our company’s based, and he was able to stop by at our SKO. We did about a two-hour workshop on pitching and introducing it to the teams. I think that one of the biggest things that led to the increase was we had some early wins right off the bat. We’ve had people sending out pitches to companies and where they’re not opening emails, they’re opening them up and they’re looking at the content. I think you find those wins and you publicize those throughout your organization. Other salespeople love it when another person has success and they want the same success. They start to ask how’d you do that? What’d you do? Show me how to do it. I think that was one of the things. Also, I can say to never give up pushing pitching. There were many times where I said, oh man, they’re going to use outreach, they’re going to use this, they’re going to use that. It’s getting them almost out of their comfort zone to try something new. I think a lot of people get discouraged too early and they just let the salespeople keep doing it their own way. I was adamant about it so much that my team used to call me the Highspot guy. Every single time I’d say ‘use a pitch, it looks more professional. It’s a better way of getting them.' It just pushed them so much that they finally would end up using it and we would offer spiffs around people getting their emails opened up or their pitches opened up and people who got view content. Like I said, I got a couple of quick early wins with that. We just kept on and kept on reusing those templates and reusing the pitches for the team. We also had to share best practices, like they would share pitches with each other. I think that really helped out that. SS: I love that. I know that obviously the training component played a key role in the success of the initiative and continuing to drive that education to your base around the importance and the value of this. You actually increased active learner rates by 71% with Training and Coaching in Highspot. Can you share your best practices for delivering effective training in Highspot? RK: I would say, again, always be aligned with your sales leadership or constantly asking the reps, what they need and what’s going to make them successful. I think too many enablement people and too many people in general, when they’re dealing with a sales team, they think they know what they need and what they want. They fail to ask the team, hey, let’s have a round table. Let’s talk about it. What do you guys need? What do you want to train on? Where are your gaps? Aligning with them makes training important to them and makes it very interesting to them. You can take a shot in the dark and hope you hit the point. If no one goes into your training or they walk away from the training, getting nothing out of it, that’s your fault because you didn’t include them and you didn’t ask them what they wanted to be trained on. I think you always have to provide value to the reps when they go in there every single time. I update the front page of Highspot. I have a learning development page with new courses coming out, and new courses we’ve assigned, and every single time they go in there, hopefully they find something valuable or it’s up to date with a current problem they’re trying to solve. Keep the materials up to date. Always keep it exciting and interactive. One of the main things I love about the training and coaching is the ability for them to record themselves and send that out for feedback from their sales leadership. I think that was one of the key things that I was looking for before. Even Highspot didn’t have a training and coaching platform when I was the first one to use it. The reason why I really adopted and used it very quickly is because they record their sales pitch, not a pitch, but their sales pitch and send it to their peers and get feedback from not only their sales leadership but from their peers as well. Also creating certification programs, I think was a huge hit. Before I came to Kalderos we had no onboarding, so we built that from scratch. We also didn’t have any post-onboarding when they were finally getting into the real world and they’re pitching customers. We have a certification program now that they have to do a live presentation and record it and then it’s sent to senior leadership for review. We then do another after they do the recording. Then we have a session live where they have to pitch as far up as the CEO, and they get certified in their first call pitch certification. We’ve grown on that concept along the way where we have certifications like demo certifications and we have persona certifications, so I think that really keeps them coming back. SS: I love that. You alluded to this just a moment ago, but you were one of the original beta users for Highspot’s Training and Coaching functionality and you’ve really grown into a power user. What advice do you have for other people who are just getting started in Training and Coaching? RK: This is my favorite one. When I first started in Training and Coaching, I was all about making lessons and making courses. I would put together these great courses or great lessons and they would go through them, but I really never saw the value or I’d miss the value in creating sales plays. I can’t tell you how many times I’ve done great training and the sales reps said, hey, there was that great article that was in that training. Where do I find that? Where is it? What the plays give me the ability to do is to make a resource page which I like to call a one-stop shop. If we have product training on one of our products, we have sales training on one of our products, we’ll make a product training play and we’ll make a sales training play. We just partnered with Corporate Vision, so we have a lot of the methodology plays in there. It just makes a big difference. I think that was the biggest thing. I even stopped myself today, like I’ll start to build out a course and be like, oh no, I need to do a play first and then I’ll build out the course. That was one thing, A commitment I made to myself is like, I won’t build out any more courses unless there’s a play that goes along with that. That gives them the ability just to go back and refresh on that content. One of our big initiatives this year is to use the Salesforce integration and integrate those plays within Salesforce so they can see those when they need them. It’s timely, it’s in front of them, it’s a refresh in honor. SS: Very cool. I love how you used Highspot’s Training and Coaching and Corporate Vision’s sales methodology by leveraging the Highspot Marketplace application to drive that training across your teams. Tell us a little bit about what that process was like. RK: I’ve done launches before sales methodology, and it’s usually a good workshop, and you do a post-workshop activity, and the reps see it one or two times, and it’s not really reinforced. What the CVI partnership has done for us with Highspot is to have that online training first, and we’ve done a lot. We’ve gone through a lot of the methodology training, like the first two steps of methodology training, and we’ll do them, assign it to the team, and the training is awesome too. It’s really well done and it’s up to date and it’s very well orchestrated. It’s very interactive. It grabs their attention. Once they take that training, we will do a live workshop and then we will post stuff. We just launched our why change operation message. We first did the why change training online, which is general and tells you about the concepts. Then we had a live workshop. Then after that, I built out an operations change message certification in Highspot where they need to identify a company that they’re going to pitch that operations message and they need to fill out a wide change planner in Highspot and they take that planner and they do their deck and all the stuff they found from doing that deck, then they have to pitch, record pitching, and that’s going to be sent out for. Then they have to actually go all the way through and pitch that company live at the end of it. That’s how they get certified in it. We have Gong, so we can listen to the recordings and calibrate there as we need it. We have a bunch of different messaging and I think it really helped us get aligned on how we’re going to talk to our customers pre-, during, and post-sale. I think we actually have our customer success team now using Highspot and they’ve been on some of the why change trainings with us. It’s really neat when you have the ability to bring everyone together on that same message. Like I said, I’ve rolled out methodologies before and it’s hit or miss. They adapt for a little while and they go back to their old traits. Well now, even when I build out a play, it’s built out with CVI methodology in it. I think it really helps. They have a better understanding of how that call flows and that messaging works when they see that. SS: The next question I wanted to just kind of understand from you is where do you see training making the biggest impact in your business right now? RK: Right now at this very moment, I would say we’re getting ready to launch a new product in September. We have a pretty complicated industry and there’s a lot to learn. I think without training, reps would be winging it and they would try to understand. I think it’s making the biggest impact now because I have my product marketing person, like I said, who is like my right-hand person in Highspot. I’m in Highspot. We’re putting everything together in Highspot. We have the ability to do the recording pitches and have them pitch the new product. I think it’s making the biggest impact right there right now. Also, the plays, like I said. I was a late adopter of plays and I wish I had done it earlier because they make a huge impact. I love the fact that you can see all the analytics behind that play. You can see who’s looking at what and what content they’re using. That’s a big lever to pull when you’re trying to figure out, hey, do they like my training? You can always send out a survey, but having the analytics behind that play to see what they’re actually looking at and see even how many people have viewed it, I mean, that’s golden to me. Training is great. You train and they certify and then they’re done, but to be able to have a place where they can jump back out of that training and review the stuff they’ve done and go back when they really need it. I think when the rubber hits the road is when they have the training, but when they get in front of that customer it’s like, okay, it’s gone time. I love the fact that they could look at a play 10 minutes before they get on that call give themselves a refresher and get themselves ready and ready to go on that call. I think it makes a big difference. SS: Absolutely. I think it’s phenomenal how Plays help guide reps in real time because a lot of training is easily forgotten after an amount of time. I think you’re spot on when you say Plays help to give those reps that real-time training right before they walk into a discussion with a buyer. Now, last question for you, Ryan. You have built a lot of momentum around leveraging Highspot, and you talked about this just a moment ago with the scorecard analytics on Plays, but how have you leveraged analytics to make strategic decisions related to your enablement strategy? RK: As I said just previously in the plays, I think that’s one of the biggest places we are leveraging the scorecards of those plays and looking and seeing what the reps are looking at and what they’re not looking at, even more importantly. We think we have it figured out and we know what the reps need and what they want, but the analytics helped me really fine-tune that to see what they are really looking at. Sometimes it’s depressing when you put something out there and you don’t get as many views as you thought you were going to go on it, or you put a piece of content out there that doesn’t get any views. At the end of the day, how we make them better is by them providing feedback to us and really telling us what’s working and what’s not working. A lot of times you can’t corner reps to get that feedback back from them. The analytics helped me understand what was important. What’s not important? What needs refreshing? What do we need to retrain on that stuff? I think that’s one of the biggest things. SS: I love that. Ryan, thank you so much for joining us today. RK: You’re welcome. It was fun. Thank you. SS: Thank you for listening to this episode of the Win Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

This episode is the audio from our recent webinar on the art and science of sales enablement. We were joined by Hang Black, VP of Revenue Enablement at ZoomInfo. And Doug Hutton, EVP of Customer Experience at Corporate Visions. Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

To effectively sell to the C-Suite, you need to rise to their level. Join Kevin in an insightful conversation on the Sales Code Leadership Podcast as he sits down with the accomplished Rebecca Jenkins, author, director and founder of RJEN. Prepare to unlock the secrets of selling to C-suite accounts as Rebecca unravels the art of tailoring your approach, empowering you to win and keep them. Rebecca and Kevin discuss how you can transform your sales game by ensuring strategic alignment while still still thinking outside of the box. Listen to Rebecca's story about how her approach to major accounts was forever changed, and how she realized the profound impact that meticulous research can have.Today, Rebecca helps other businesses succeed, with a focus on how to land corporate accounts. Her award winning V.I.T.A.L. method was named Best Business Development Process by Corporate Vision 2022. Rebecca is ranked as one of the top sales influencers on LinkedIn in 2023 by Lead411. Connect with Rebecca here.The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

In this greatest episode of Getting to Aha!, Darshan Mehta is joined by Leslie Talbot, Senior Vice President of Marketing at Corporate Visions. They delve into whether writers and marketers feel imprisoned by SEO, rendering them unable to tell a story, how you can beat your imposter syndrome, and why storytelling is such a scientific, vital part of working with customers.

4th June 2023 | Mindy Newsome & Matt Old | Enlarge - Corporate Vision | PM

Wayne Turmel and Catherine Morgan, a career transition expert, delve into the dynamic and ever-changing world of work, offering valuable insights on how to navigate the evolving landscape and stay employed. Drawing on her extensive industry experience, Catherine shares expert advice on career planning and remote work. They explore the transformations in recruitment and hiring practices over recent years and provide actionable strategies for managing one's career effectively. Catherine emphasizes the importance of staying abreast of the latest trends and technologies, maintaining motivation, and embracing flexibility. She highlights the significance of seizing opportunities for professional development and networking, while also encouraging listeners to create a well-defined plan for career growth and embrace calculated risks. Additionally, they discuss the impact of the pandemic on work dynamics, challenging traditional mindsets, and advocating for individuals to carve their own paths. This episode offers practical guidance on remote work advantages, future-proofing careers, nurturing professional relationships, and finding the balance between personal goals and organizational responsibilities. Featured Guest Name: Catherine Morgan What She Does: Career Transition Expert Notable: Catherine Altman Morgan is the author of the #1 New Release This Isn't Working! Evolving the Way We Work to Decrease Stress, Anxiety, and Depression. Catherine is a career transition expert, business consultant, and the founder of Point A to Point B Transitions Inc., named Career Transition Coaching Service of the Year, as part of the Corporate LiveWire Innovation & Excellence Awards 2021 and 2022, and Most Innovative Career Transition Coach - North America, as part of Corporate Coaching and Recruitment Awards 2021 and 2022 by Corporate Vision. The company is a virtual provider of coaching services to professionals in career transition and solo consultants.   Additional Resources Learn more about Point A to Point B Transitions Check out her new book This Isn't Working! Evolving the Way We Work to Decrease Stress, Anxiety, and Depression https://www.facebook.com/PointA.PointB https://www.linkedin.com/in/pointatopointb/ https://twitter.com/PointA_PointB https://www.youtube.com/@CatherineMorgan Learn more about Wayne Turmel Connect with Wayne Turmel on LinkedIn Email Wayne Turmel Purchase a copy of The Long-Distance Leader Purchase a copy of The Long-Distance Teammate Order a copy of The Long-Distance Team The Kevin Eikenberry Group Order The Long-Distance Team Remote leadership experts, Kevin Eikenberry and Wayne Turmel, help leaders navigate the new world of remote and hybrid teams to design the culture they desire for their teams and organizations in their new book! https://longdistanceteambook.com/  Want us to answer one of your questions? Contact Us! Join us for a powerful, 4-part video series titled, Demystifying Remote Leadership. You will learn how to create solid working relationships in a virtual team with more confidence and less stress! Sign up: https://longdistanceworklife.com/video  View the full transcript: https://longdistanceworklife.com/strategies-for-career-growth-in-a-remote-work-era-with-catherine-morgan/ 

Want to become more heart-centered? We invite you to join us on Deb's Dailies (daily blog and newsletter), a daily reflection on living and loving life as a heart-centered leader.Rebecca Jenkins is a seasoned business growth expert with a track record of success in competitive B2B environments. Having grown a business to over £55 million in sales with more than 1,000 employees while facing two recessions, Rebecca understands the challenges of achieving delivering growth.After the business was acquired by a FTSE 250, Rebecca was appointed as sales director and gained further depth of experience in leadership and revenue growth strategy. She has since helped numerous businesses achieve significant profitable growth faster through her consulting and coaching business RJEN.Rebecca's V.I.T.A.L methodology, outlined in her book "Winning Big In Sales," has delivered impressive results for businesses that want to secure large corporate accounts or grow their key clients. Her approach has won her numerous accolades, including the 2022 Best Business Development Process from Corporate Vision. Rebecca has also been recognised as a top LinkedIn Sales Influencer by Lead411 and was a past finalist of the prestigious Veuve Clicquot Business Woman of the Year award. In addition, her leadership podcast is ranked 3rd in the Best UK Leadership Podcasts 2023 by Feedspot.More important to Rebecca than accolades, are the results clients gain from working with her, you can see client success stories on the RJEN.co.uk website. Whether working with large corporations or small businesses, Rebecca's expertise and values-orientated approach, helps drive growth and success.Her insights have been featured in Thrive Global and other publications, making her a go-to resource for businesses seeking to achieve growth and long-term success.Connect with Rebecca at:* https://www.linkedin.com/in/rebeccajenkins-rjen/* https://rjen.co.uk* https://rjen.co.uk/client-account-growth-and-retention-strategies/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit debcrowe.substack.com

In this episode of Getting to Aha!, Darshan Mehta is joined by Leslie Talbot, Senior Vice President of Marketing at Corporate Visions. They delve into whether writers and marketers feel imprisoned by SEO, rendering them unable to tell a story, how you can beat your imposter syndrome, and why storytelling is such a scientific, vital part of working with customers.

Another chance to listen to the Opportunity Knocks podcast! So download it and subscribe NOW‼️Do you seek balance in your day to day life? ⚖️ Do you struggle to stay organized and on track?

On this episode, real estate investor and leadership trainer Alex Sezer teaches how to craft a vision statement for your company based on a framework he calls the "Five P's." Alex Sezer Jr. is the CEO of Alex Sezer Ventures, which is revolutionizing businesses with biblical truths. From the football field to the boardroom, Alex has excelled as a leader. During his time at Texas A&M University, he was a team captain on the football team and magna cum laude engineering grad. Shortly after, Alex became the President of two multi-million dollar real estate companies and scaled his personal portfolio to 340 units creatively, using $0 out of his pocket. Now, Alex is following his calling and showing other businesses and individuals how to succeed. Alex's focus is organizational improvement through cultural transformation. He is helping Christian business leaders go from Sunday morning inspiration to Monday morning implementation. He specializes in creating cultures that create passionate, profitable, and purpose-driven organizations while using biblical principles. Alex combines the Bible with business, management with a mission, profits with purpose, and culture with Christ.  www.AlexSezer.com Christianity in Business is the show that helps Christian business leaders to integrate biblical values into business. | Entrepreneurship | Marketing | Nonprofit | Church | Author | Startups | Marketplace | Ministry | Business as Mission | Faith and Work | Faith | Success | Leadership | www.ChristianityInBusiness.com 

On this episode, real estate investor and leadership trainer Alex Sezer teaches how to craft a vision statement for your company based on a framework he calls the “Five P's.” Alex Sezer Jr. is the CEO of Alex Sezer Ventures, which is revolutionizing businesses with biblical truths. From the football field to the boardroom, Alex has excelled as a leader. During his time at Texas A&M University, he was a team captain on the football team and magna cum laude engineering grad. Shortly after, Alex became the President of two multi-million dollar real estate companies and scaled his personal portfolio to 340 units creatively, using $0 out of his pocket. Now, Alex is following his calling and showing other businesses and individuals how to succeed. Alex's focus is organizational improvement through cultural transformation. He is helping Christian business leaders go from Sunday morning inspiration to Monday morning implementation. He specializes in creating cultures that create passionate, profitable, and purpose-driven organizations while using biblical principles. Alex combines the Bible with business, management with a mission, profits with purpose, and culture with Christ.  www.AlexSezer.com Christianity in Business is the show that helps Christian business leaders to integrate biblical values into business. | Entrepreneurship | Marketing | Nonprofit | Church | Author | Startups | Marketplace | Ministry | Business as Mission | Faith and Work | Faith | Success | Leadership | www.ChristianityInBusiness.com 

WELCOME BACK to The Movie Planet Podcast, Season 6 Episode 3!  This week, Joe has nominated 2017's "John Wick: Chapter 2" for the Action/Adventure pantheon.  Listen as Sam and Joe discuss this film and decide whether this movie doubles down as a sequel should, or if it doesn't honor the marker and should be made excommunicado.  "All I Want", "Corporate Vision", "Broken Bones", "Not Forgotten", "Top of the World" and "Seattle Song" provided by: Wavtracks Music PO Box 56 Sylvania, 2224 NSW Australia   iTunes: https://itunes.apple.com/us/podcast/movie-planet-podcast/id1397030238?mt=2 GMAIL: movieplanetpodcast@gmail.com Twitter: @MoviePlanetPod Instagram: @movieplanetpod Facebook: /movieplanetpod   The Movie Planet podcast is not affiliated with, prepared for, approved or licensed by any entity that created any films discussed or reviewed herein. All movie clips and music included in the podcast are the intellectual property of the respective copyright holders. They are included here for the purpose of review, and no infringement is intended.

We all know what it's like to be inspired by a vision of the future. It feels good, as if we are responding to a higher purpose. But why do corporate visions fall often flat?

In this episode we have for the first time, not 1 but 2 guests, in a discussion split into 3 parts. This is the final part of the series, in which we discuss Physics education. In the first, we discussed interdisciplinary approaches to science, and in the second, environmental physics. Below is some information on each of the guests. Helen Rogers: Helen is an atmospheric scientist with twenty years of experience in teaching, research and programme coordination. She has worked on developing atmospheric/climate models at the Universities of Oxford and Cambridge, was Programme Manager for the NERC Upper Troposphere Lower Stratosphere Ozone Programme and a senior researcher for the European Ozone Research Coordinating Unit. She has particular interest and expertise in determining the environmental impact of the transport sector (primarily aviation and shipping), atmospheric modelling, and computational fluid dynamics. Helen was a contributor to the Royal Commission on Environmental Pollution (2002); ‘Climate Change 2001: The scientific basis' – the Third Assessment Report of the Intergovernmental Panel on Climate Change (IPCC); and the IPCC Special Report on Aviation and the Global Atmosphere (1999). Helen is the chair of the Environmental Physics Group at the Institute of Physics, with a D.Phil. in Atmospheric Physics from the University of Oxford and a degree in Physics from Imperial College, London. Luthais McCash: Luthais is the Chief Scientific Officer at Sigma Solutions and chair of the mathematical and theoretical physics group at The Institute of Physics. Sigma Solutions was built entirely from scratch by Luthais as a business consulting firm that offers distinct ideas in state-of-the-art data analysis to a variety of businesses across multiple industries. The company has a reputation of finding creative approaches to complicated problems and has recently won the accolade of most innovative business 2022, awarded by Corporate Vision magazine. Luthais himself has been recognised as one of the top 20 most dynamic CEOs in the UK of 2022 and he's still only in his twenties. Luthais was initially recognised as a fellow of the Royal Statistical Society in May 2020 for his creative work on advanced modelling and optimisation in the energy industry with a focus on oil and gas. He developed and implemented technology that revolutionised the trading and efficient distribution of liquified natural gas by cutting costs by a factor of 10. He's been re-elected as a fellow of the RSS in June 2021 and he has also been an honorary fellow at the University of Leicester in 2019-2021. On top of his business exploits he is now also in a research position at Durham University. I hope you enjoy the discussion! The Galileo Interviews on: » Twitter | https://twitter.com/TheGalileoInt » Instagram | https://www.instagram.com/thegalileointerviews » LinkedIn | https://www.linkedin.com/company/thegalileointerviews Chapters: 00:00:00 Introduction 00:01:06 How do we get more people excited about Physics? 00:08:49 How can a deeper understanding be facilitated in education 00:21:29 Maths as a language and what science is really about 32:59 Should exams be harder? Do they even test the right thing? 00:38:45 The importance of perseverance 00:44:20 Diversity in Physics 00:50:41 Coming full circle - intersections of disciplines 00:53:09 Wiki guide to reforming the education system!

We love having our friends at Corporate Visions speak at our B2BMX events because not only do they show us how to break through the status quo, they give us a science lesson that applies to our jobs as marketers.  During her keynote at #B2BSMX in August, Leslie Talbot, SVP of Marketing at Corporate Visions, dug deep into how to: Disrupt and dislodge your prospects' status quo vendor to win new business; Defend, retain and grow your relationships with existing customers; and Use science-backed techniques and frameworks to win more revenue from your new prospects and existing customers. Talbot was not afraid to pull back the curtain and explain the inner workings of buyers' minds and how to target them on a subconscious level, making this episode a must-listen for all B2B practitioners! RELATED LINKS Register for #B2BMX in Scottsdale Corporate Visions

Join me and Tim Riesterer on the buying motives of the human brain.  This is a great discussion with empirical data to back up the conversation on this Sales Influence Podcast. #timriesterer #salesinfluence

Field sales is undergoing a major shift right now as we enter into a digital-first selling landscape…so, does that mean the role is going extinct? Absolutely not, according to this episode's guest!Frank Pinder is the EVP of Digital Transformation Services at Corporate Visions, a science-backed consulting service for high-performing sales teams. In this conversation with Danny and Corrina, Frank is sharing exactly how to take your field sales teams into the digital-first future—all the while, maintaining your winning momentum.Save your seat for Celebrate Beyond 2022: https://events.gong.io/celebrate-beyond22

Today, we're launching a new series for you to explore your passion and inspiration beyond the profit aspect of a business. Dr. Nate and his co-hosts tackle emotions towards work, corporate vision, and motivating frontline people. Listen to this episode and pick up some solid leadership points!Key Takeaways To Listen ForEgo-driven position in the corporate worldHow startup mindset and shared vision exist at the corporate levelThe mechanics and process of recruiting vision-minded peopleJob vs. career vs. callingBenefits of building a transformational and servant-led environmentResources Mentioned In This EpisodeChick-fil-ASouthwest AirlinesThe Ritz CarltonDisneyZapposAbout Sam Salah and Travis RevelleFormer corporate executive Travis Revelle switched to entrepreneurship in the internet and healthcare sectors, founding many successful businesses and raising hundreds of millions of dollars for his clients.Sam Salah is a well-known businessperson and a lifelong serial entrepreneur interested in everything from technology to high-performance vehicles.This episode is suitable for the C-Suite, entrepreneurs, business leaders, managers, and front-line employees because each of them is a wealth of material and a powerhouse when combined.Connect with Sam Salah and Travis RevelleLinkedIn: Travis Revelle | Sam SalahConnect With UsMaster your context with real results leadership training!To learn more, visit our website at www.greatsummit.com.For tax, bookkeeping, or accounting help, contact Dr. Nate's team at www.theincometaxcenter.com or send an email to info@theincometaxcenter.com.Follow Dr. Nate on His Social MediaLinkedIn: Nate Salah, Ph.DInstagram: @natesalah Facebook: Nate SalahTikTok: @drnatesalahClubhouse: @natesalah

When you hit the core the right way, that's when win rates go up, stage progression accelerates, sales cycles go faster and deal sizes increase. When you build relationships and align with your core, you build retention, you drive customer lifetime value and expand with your core as you provide greater value to them. ABM is about building customer lifetime value with the 20% of accounts that can deliver 80% of your revenue growth. But GTM teams are challenged with defining their ICP. They are challenged with segmenting, selecting and prioritizing accounts to execute ABM on. And, as a result, they build a pipeline that goes nowhere. In the ABM Done Right Podcast, Kristina Jaramillo (President of Personal ABM) discusses the challenges that teams have when selecting accounts and she shares recent research from Corporate Visions. 

SHOW NOTES:SUMMARY: In this episode, Andrew Phelps and Matt Zaun talk about how using games can spur on more interaction with your team, and how this will lead to a company culture of storytelling.ANDREW PHELPS BIO: Andrew is the co-founder and CEO of IncentivePilot.  He shows organizations, through games, how they can radically boost revenues and save time with enterprise incentive programs and sales contests.For more info, check out Andrew here | https://www.linkedin.com/in/andrewroyerphelps/*During the episode, Andrew mentioned that he was fascinated by ways to spike engagement during the middle of presentations, and how people are (contrary to popular belief) interested in understanding complex issues. For info on what he was referring to, check out Carmen Simon's content here | https://www.linkedin.com/in/drcarmensimon/You can find Corporate Visions here | https://corporatevisions.com/MATT ZAUN BIO: Matt is an award-winning speaker and storyteller who empowers organizations to attract more clients through the art of strategic storytelling. Matt's past engagements have catalyzed radical sales increases for over 300 organizations that range from financial institutions to the health and wellness industry.Matt shares his expertise in persuasion with executives, sales professionals, and entrepreneurs, who he coaches on the art of influence and how to leverage this for profits and impact.For more info, check out Matt Zaun here:https://youtu.be/pflQtzgP7X0https://www.linkedin.com/in/mattzaun/https://mattzaun.com/ 

This week's episode features Dr. Carmen Simon, a cognitive neuroscientist and chief science officer at Corporate Visions. Simon addresses a groundbreaking approach to creating memorable impressions and messages by leaning into how the brain works and is wired to retain and encode memory. This simple way of using your differentiator as a tool for being remembered is applicable for all professions! --- Send in a voice message: https://anchor.fm/driving-change-podcast/message Support this podcast: https://anchor.fm/driving-change-podcast/support

Research reveals that only 10% of your message sticks in someone's brain—so are you hammering home the point or burying the lede? You might want to ask cognitive scientist Dr. Carmen Simon, chief science officer at Corporate Visions and B2B Decision Labs who has developed a groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore. When she says humans are cognitively lazy by design, she means it as a compliment to efficient biology. Join us as Dr. Simon helps us investigate the ‘business brain,' reminds us of the important distinction between ‘wanting' and ‘liking,' and shows us what ‘cognitive ease-infused' content looks like.  In this episode, you'll learn:  What it means to create “high arousal, positive valence” experiences in your audience Why your audience only has energy for rewards, not objectives How to present data in the most cognitively digestible way Why repetition and emotion are the one-two punch behind memory formation  Plus, we define the four quadrants of memory-making (and where your message should land).  Resources from this episode:  • Download the Behavior Change Blueprint • Explore B2B DecisionLabs Social Media:  • Connect with Dr. Simon on LinkedIn • Connect with Zed on LinkedIn • Connect with Clark on LinkedIn

Product marketers have a lot of decisions to make when it comes to positioning. Do you lean in on creating a sense of urgency for the buyer? (“Your business will fail without our product's help!”) Or tell them they're doing great so far, but can scale faster and easier with your product in place? And those types of decisions are just the tip of the iceberg.To position products to W.i.N., product marketers need to nail down:WHO you are going to win with and who you are going to win against IMPACT your product provides the buyer and end-user (who are not always the same person)NARRATIVE you need to craft to convey your valueIn this episode of The Marchitect, Leslie Talbot, SVP of Marketing at Corporate Visions and I chatted with three brilliant marketing executives who gave us the lowdown on how they position their companies to W.i.N. In this episode, you'll learn from: Keri Brooke, CMO at Enverus, Heidi Bullock, CMO at Tealium, and Sydney Sloan, former CMO at Salesloft and current market strategy advisor.

Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development. He also leads the company's consulting team globally, including staff and certified contractors. Tim has more than 20 years of experience in Marketing and Sales. Prior to joining Corporate Visions, Tim co-founded Customer Message Management, LLC (CMM Group), where he was CEO until it was acquired by Corporate Visions in 2008. Before CMM Group, Tim was CMO and VP of Strategic Services for Ventaso. Additionally, Tim was President and CEO of Brady Marketing Group and has worked in marketing, communication, and sales support for world-class technology manufacturers such as Rockwell Automation and GE Medical Systems. Tim is co-author of Customer Message Management: Increasing Marketing's Impact on Selling (Thomson/AMA), Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solution, and Close More Deals (McGraw Hill), The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (McGraw Hill), and The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers. Tim has a degree in Mass Communications and Journalism from the University of Wisconsin-Milwaukee. https://www.linkedin.com/in/tim-riesterer/ Welcome Justin Roff Marsh to the show as a SaasHole!! Justin is the Author of the Machine!! (Our Fave Ops Book!) Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net Sign up for our Newsletter! https://lp.constantcontactpages.com/su/OrvwypJ/SaasHoles Links Used: https://en.wikipedia.org/wiki/Daniel_Kahneman Statistical significance - Wikipedia B2B Customer Research Rooted in Decision Science - B2B DecisionLabs Amazon.com: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers (Audible Audio Edition): Erik Peterson, Tim Riesterer, Susan Marlowe, McGraw Hill-Ascent Audio: Books Website: http://www.corporatevisions.com/http://www.corporatevisions.com/ Book: http://www.conversationsthatwin.com/http://www.conversationsthatwin.com/ Twitter: TRiesterer --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

A² The Show - Ep 381 Feat. Rania Hoteit " Rania Hoteit is a multi-award winning serial entrepreneur, global impact leader, author, executive advisor and public speaker with recognitions from the White House, United Nations, UK Parliament, The Global CEO Excellence Award and other prestigious honors. As founder and former CEO of ID4A Technologies, Rania has built a global company whose developments are widely adopted, disrupting traditional supply chains, revolutionizing production processes and creating significant environmental, economic and social impacts worldwide. Under her leadership, ID4A Technologies has been recognized by the White House Office of Science and Technology for 'Fostering The Development of Advanced Manufacturing in the USA as The World'; named among the 2016 “Best Entrepreneurial Companies in America” by Entrepreneur magazine; honored on the Elite 2018 Inc. 5000 List of “America's Fastest Growing Private Companies”; awarded the 2019 Real Leaders “100 Top Impact Companies” Award and "World's Best Emerging Design Technology Company" Award by LUX Leading Designers Awards. In 2020, ID4A received the Technology Innovator Award by Corporate Vision for "Best Automated Manufacturing Technology Company in the USA" and the North America Business Award for "Best Automation Technology Software Solutions." In 2021, ID4A received the "Best in Business Services and Manufacturing Technologies" Award by the San Francisco Awards and was honored by Fast Company's World Changing Ideas Awards for the company's innovative Pandemic Response Initiative. In 2021, ID4A was honored by the U.S. Chamber of Commerce as a finalist for "Best Economic Opportunity and Empowerment Program" presented by the Citizens Awards which honor purpose-driven businesses for their inspiring leadership in solving the world's biggest challenges." https://www.raniahoteit.com/ A2 The Show is the most international podcast run by 3 guys on 3 different continents. Ali Haejl, Ali Al Shammari, and Saeed Jammal have created a world community of thought leaders and experts. Our guests are from all walks of life: engineers, comedians, journalists, rockstars, civil right activists, artists. entrepreneurs, from Asia, Africa, Europe, North America, South America and Australia. So far, we have made over 350 podcasts with guests from over 70 countries. We will not stop this podcast until we meet with someone from every country, promise. To the moon

In this episode of Enterprise Sales Development podcast, we speak with Dr. Carmen Simon, a instructor at Stanford Continuing Studies, Cognitive Neuroscientist at Memzy and Chief Science Officer at Corporate Visions. Dr. Simon deconstructs a cold call and how the brain interprets every part of that outbound exercise. She also provides tips, research and examples of what's happening to the brain with a cold email. WHAT YOU'LL LEARN What lead her to study and get her PhD in Neuroscience How to get more successful interactions from cold calls by understanding the neuroscience and best techniques for the average cold caller Debunking the idea that it takes 21 days to form a habit and the brain science for interrupting a habit Research that makes outreach more meaningful in marketing and sales messaging and the data that explains what happens during the listening and viewing a pitch Tactics she would suggest for cold emails and texts and techniques to reduce cognitive workload Her thoughts on the herd mentality behind decision making and how to decrease the pressure as you construct messages QUOTES “Everyone you're addressing personally or professionally has a brain, and it's important to know a little bit at least about how the brain reacts to communication and business communication in our sense.” - Dr. Carmen Simon [02:43] “So out of that list, we're cold calling or any other persuasive environment for that matter, I would invite our listeners to think about the promise of being in control. I think one of the reasons why perhaps people don't react so positively to cold calling is because they're not in control.” - Dr. Carmen Simon [16:23] “Sometimes the ego takes over, and we want to impress others with a lot of novelty, with things that perhaps they will have not experienced or done before. And sometimes that works against us because with novelty comes the extra cognitive resources that you're hoping somebody has. And these days people are so taxed that it's a bit harder to rely on that.” - Dr. Carmen Simon [19:35] “Because what we're noticing in business is that people try to use too many words that are fancy. They're very jargon, and even if you're talking to experts, experts still have human brains.” - Dr. Carmen Simon [40:03] “The moment that we create something that is indeed steeped in scientific principles, then all of us can benefit and address an ever evolving business brain.” - Dr. Carmen Simon [51:40] TIMESTAMPS [00:01 Intro [00:30] Meet Dr. Carmen Simon [03:01] How she came to study neuroscience [04:47] Sharpening receiving and creating [08:07] How to get to more successful interactions [14:50] Best techniques for the average cold caller [19:15] Seemingly no effort [20:08] 21 days to form a habit [27:13] Research to make outreach more meaningful [34:54] Tactics she would suggest for cold emails and texts [40:34] Herd mentality behind decision making [51:10] How to contact Dr. Carmen Simon CONNECT Corporate Visions website Dr. Carmen Simon on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram

Category is important because it's how our minds make buying decisions. First, you think “I need a new car,” then “I'll get a sedan.” And only then would you think about which brand to buy. If the modern, self-guided B2B buying team experience begins with category, then brands need to make sure they're playing in the right category. And if the right category doesn't exist, well—brave brands are designing their own. In this episode of The Marchitect, Udi and Sydney discuss how they approach category creation and rebranding.

“Marketing is just hocus pocus and pixie dust” — does that feel familiar? Most of us are tired of wasting time and money on the latest marketing strategies that never seem to work. Jennifer Zick of Authentic Brand shares why one of her clients said this (and why it’s one of her favorite quotes of all-time) on today’s show. Not only did her company coin the phrase “Random Acts of Marketing,” Authentic Brand provides fractional chief marketing officer (CMO) services that get businesses back on track and making better marketing decisions for the long-term. Jennifer’s mission is to help bring big company marketing resources and planning to the middle market, so tune in to learn a few things about strategy and team alignment to achieve your sales and clientele goals particularly in the B2B space. We go over how to eliminate the random acts of marketing, including all the associated costs, headaches, and — most frustrating of all — lack of progress that comes with them. Authentic Brand’s unique approach combines marketers, methodology, and mindshare to deliver real revenue results for any business owner. What You Will Learn What makes an elite fractional CMO Why the key truths of marketing hasn’t changed with new tools and technology The questions you have to answer when marketing - and why they haven’t changed What random acts of marketing means and why most companies are doing that When to use an agency versus a marketing leader How marketing helps the long term view for all divisions in a business How sales is different from marketing and how they are similar How to identify proof points - how to know if a plan is working when community building How to budget for a community building plan that reaps its rewards years down the road What marketing investment strategies have in common with baseball Why it’s so important for your marketing leaders and resources teams to be focused on the main goals The ways people are pivoting their marketing strategy when the supply chains are all messed up Bio: With nearly twenty years of B2B marketing experience in innovative, entrepreneurial, and accelerated-growth companies, Jennifer brings a wealth of experience to B2B growth organizations. Jennifer’s career has included several leadership roles for high-growth B2B professional services organizations, primarily centered on sales and marketing innovation through digital and SaaS technologies. Prior to launching Authentic Brand, Jennifer led marketing teams and programs for Magnet 360, PwC, and Corporate Visions. Jennifer is Past-President of the Minnesota Chapter of the Business Marketing Association – a national non-profit business association focused on B2B marketing – where she also served a prior term as VP of Events & Development. In 2014, Jennifer was honored by the Minneapolis-St. Paul Business Journal as the recipient of their “40 Under 40” award which recognizes young leaders who have been successful in business, while also making significant contributions to their communities. More recently, Jennifer has leveraged her network to create “two or more“- a grassroots community service movement that brings together business professionals from across the Twin Cities to volunteer, serve, and support local charities and social causes. Quotes: 11:13 - “[Our CMOs] know what it takes to be at ground level and build from there, as good stewards of those resources. Right? Because there’s not established brand and market share already that provides this assumed brand air cover.” - Jennifer Zick

Corporate Vision and Amazing Records Broken. The host for this show is Stan Osserman. The big boys in the vehicle manufacturing world showcase their vision for a clean transportation and logistics future, and even set new Guinness World records. Stan tells ALL. The ThinkTech YouTube Playlist for this show is https://www.youtube.com/playlist?list=PLQpkwcNJny6kMFYsNoD2bwb95UQKHHKl-

The real meaning of transparency. Getting deep into your own self-awareness so you can meet people where they are. Being HUMAN-CENTERED not just profit-driven. It's all here in this discussion with Céline Williams! Knowing how to navigate “need to know” without compromising integrity and open communication requires some forethought and deliberate action and a connection to self and others. And she give us the tips on how to do all of that! About the Guest: Céline Williams (ACC, CCUG) is an international speaker and the founder of reVisionary, a boutique consulting firm providing executive coaching, leadership development, and culture services to human-focused businesses around the world. Céline has almost 20 years' experience working with growing organizations to help them navigate change and build leadership capacity, and is the trusted advisor to leaders and executives in a variety of industries. She is sought after for her expertise in accelerating team performance, designing culture, managing transformation, and facilitating effective communication and in 2020 she won the award for Best Culture Design Specialist from Corporate Vision for her body of work. Books mentioned: Self-Esteem by Matthew McKay, Ph.D. and Patrick Fanning The Four Agreements by Don Miguel Ruiz The Big Leap by Gay Hendricks Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts, Spotify, Amazon Music or wherever you get your podcasts. You can also subscribe from the podcast app on your mobile device. Leave us an iTunes review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on the platforms, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review.  About the Host: Laurel Rutledge's human-centered approach, empathy, and understanding of individual needs make her a top-notch personal advisor and women's leadership coach. Her care and compassion have made her an indispensable guide for countless women navigating the next phases of their lives and careers. Add to that her intimate knowledge of the HR landscape, and it becomes clear why her HR clients have had such transformative experiences. Just as Rutledge has helped countless others get out of their rut and off of the ledge, so too can she help you. After receiving her MBA, Laurel moved from accounting and consulting to human resources, driven by a desire to do good in a business environment. It quickly became apparent that the switch had been a good choice — she flourished professionally and became happier, satisfied with the difference she could make through her work. After a 30-year career, she left the corporate world, but her passion for HR and helping others has only grown. Now, she works one-on-one with clients, leveraging her experience in leadership and personal development to help them get the most of out their lives and careers. From her beginnings as a consultant at Deloitte to her time as VP of HR at Covestro, Laurel has seen more sides of the business world than most. She's achieved technical mastery of HR, with a deep knowledge of the rules and regulations that must be followed. She's also a people person, perceptive and outgoing, with a sixth sense for helping others to see the difference between what they want and what they need. The culmination of this is in her personal philosophy: “lead with your heart, act with your head.” Find out more at: https://laurelrutledge.com    

Understanding the psychology of buyers can help sellers transform their approach from showcasing products and features to selling change. And change is hard. In this episode, Tim Riesterer—Chief Strategy Officer at Corporate Visions—explain why success hinges on making change easier, and how salespeople can build trust with buyers by delivering value to move deals to the finish line.

In this episode of B2B Nation, we are discussing how to create memorable content for B2B audiences with Dr. Carmen Simon, Chief Science Officer of Corporate Visions, and the author of Impossible to Ignore: Creating Memorable Content to Influence Decisions. Dr. Simon is a neuroscientist who studies how people react to and remember content. We're going to discuss the role of imagery and images in your content, tips for business storytelling, thoughts on creating more memorable audio content, and more. Episode Guide 2:46: What triggers audiences to remember the content they consume? 6:24: What are the common mistakes people make in their presentations? 10:27: Balancing imagery and text in presentations. 16:44: Best practices for storytelling for business. 23:16: What would be updated or changed if Impossible to Ignore were written today? 28:32: Tips for creating compelling audio and social audio content. 34:29: What is the one tool Dr. Simon can't work without?

In this episode of The Kayleigh O'Keefe Show podcast, Kayleigh interviews Doug Hutton, SVP of Products for Corporate Visions, where he works with the company's scientists and research partners to create a scientific foundation for solutions that help sales, marketing, and customer success teams have more successful customer conversations. This is a wide-ranging conversation where Doug and Kayleigh explore early childhood influences and experiences, such as going to the library, being in the school play, and reading about the life and hope of Pope John Paul II. They also discuss the four must-win conversations to keep and grow your existing customer base. Hint: you sell new clients on change, but it's not the best way to keep them around! Doug also shares his frustrations with the public school system during this pandemic, as a parent of two elementary school students who've been in a physical school for only 10 days in the past 12 months. Kayleigh and Doug explore some of the illogic of the most severe school shutdowns and the tragic consequences this decision has had - and will continue to have - on our child and our nation's future. Finally, Doug shares 3 practical tips for seeking the truth and thinking for yourself in this age of being fed second-hand information and narratives. Connect with Doug Hutton on LinkedIn: https://www.linkedin.com/in/douglashutton/ Join the authors of Leading Through the Pandemic: Unconventional Wisdom from Heartfelt Leaders at the Virtual Summit: https://leadingthroughthepandemicbook.lpages.co/summit/ Schedule a call to explore getting your solo book published and out into the world in 2021: https://calendly.com/kayleigh-okeefe/solo-book-writing-publishing

Business structure is critical to long term success in the nursing home business and in any organization.This is not the rigid org charts with the CEO, COO, CFO etc. rather its ensuring that information flows from the top to the bottom of the organization.Many nursing home chains are owned by leaders that have a very clear idea of how they want to deliver the highest level of care to their patients, residents and families.The challenge is that the 'boots on the ground' are sometimes not even aware of this vision, and certainly don't have a clear idea of how to implement that vision.A company with a solid structure will ensure that leaderships' goals are known and implemented all the way down the chain.David is brought on to companies that have hit a ceiling of growth or are not functioning in this method and he creates the structure necessary to support and implement the leaderships vision. Follow David on Linkedin here!