Podcasts about credits sound

In this episode of the Harvest Series Podcast, host Rose Claverie sits down with Philippa Harvey, a Chinese medicine practitioner with a deeply holistic approach to health and healing. Drawing inspiration from thinkers like Satish Kumar (guest at Harvest Season 9!), Philippa weaves ancient wisdom, personal experience, and modern insight into a rich conversation about the emotional roots of illness, the intelligence of the body, and how we can all reclaim our power to heal.

In this enlightening episode of the Harvest Series, Rose Claverie speaks with Professor Bruno Ribeiro do Couto, a cognitive health expert, about how we can optimize our brains for longevity. Professor Ribeiro shares his expertise on the connection between exercise, diet, and mental well-being. He also delves into how advanced technology and neurostimulation are helping us preserve brain function as we age. Join us as we explore the future of brain health and cognitive enhancement.Harvest and SHA are joining forces in Kaplankaya for season 9, with top scientists coming all the way to Türkiye. And Professor Ribeiro will be one of them!Chapters : 00:00 - Introduction 01:00 - Cognitive health and its impact on longevity 03:00 - The power of exercise for the brain 06:00 - Brain-boosting foods and their role in longevity 09:00 - Managing stress and its effect on the brain 12:00 - Neurostimulation and its impact on mental health 16:00 - The role of AI and personalized care in brain health 20:00 - Conclusion: Taking action to protect your brain24:24 - What is our brain going to be able to do in the Future?29:00 - How to protect children's brains?You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

In this episode of the Harvest Series podcast, host Rose Claverie speaks about longevity with Dr. Vicente Mera, a leading expert in well-aging, genomics, and integrative medicine at SHA, in Alicante (Spain). Dr. Mera unpacks the concepts of biological age, longevity, and the role of genetics and lifestyle in aging. From healthy aging to cutting-edge treatments, Dr. Mera shares his insights on how we can optimize our health for a vibrant life.Join us as we explore the science of aging, how we can slow it down, and why the future of longevity is bright. Harvest and SHA are joining forces in Kaplankaya for season 9, with top scientists coming all the way to Türkiye.Chapters00:00 - Introduction00:20 - Dr. Mera's background and approach to aging02:15 - What is biological age and how is it different from chronological age?05:00 - Genetics vs. lifestyle: Which plays a bigger role in aging?08:00 - Practical tips for longevity: Exercise, diet, and stress management12:00 - How to measure and optimize biological age16:00 - The role of hormones in aging20:00 - Personalized healthcare and genetic testing25:00 - The future of anti-aging and longevity medicine28:00 - Final thoughts and conclusionYou can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Alicante : Joel MoriasiMusic by: ChambordHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

What secrets do ancient cultures hold that could reshape our understanding of humanity today? In this debut episode of Harvest Series, Wade Davis, National Geographic Explorer-in-Residence, joins Rose Claverie to reveal how his epic journeys through the Amazon, Tibet, and beyond have illuminated the profound connections between culture, spirituality, and human identity. From the significance of coca leaves to the impact of modernity on ancient rituals, Wade offers a compelling exploration of our shared heritage and the vital need to preserve it. Tune in for an unforgettable conversation about the essence of being human.[1:56] - Wade Davis' favourite ritual, and the consequences of modern societies sweeping away magic, mysticism and metaphors.[11:33] - How to protect our cultural heritage? What was the impact of Wade's Davis voice in the world.[16:31] - The reasons why Wade Davis chose to be an anthropologist and being a Harvard student in the 1970s.[20:45] - The importance of coca leaves for the Colombians and the consequences of cocaine on the country. [28:11] -The Harvest of the Day : if something very simple could be done, that could change the world, what would he choose?Wade is a best-selling author who wrote more than 20 books. You can follow him on Instagram at @wadedavisofficial.In two weeks, on Wednesday, we will release Dr Gabor Maté's interview in Kaplankaya, about healing your emotional wounds and traumas. Don't miss the episode!You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

Today, we're bringing back one of our favourite episodes of the Harvest Series podcast. A fascinating conversation with Anita Frauwallner on the importance of the microbiome and its impact on our well-being. Is your gut truly in balance, or could it hold you back from your best life? Anita Frauwallner, a leading expert in gut health, reveals the secrets to a thriving microbiota in this enlightening conversation with Harvest Series host Rose Claverie. From understanding your gut's role to actionable steps for improvement, Anita uncovers what it takes to achieve optimal health. Tune in to discover how to listen to your body's most vital feedback system and transform your well-being.[1:37] - What is the job of the gut in the body?[5:10] - How to take care of your gut?[8:58] - Do doctors know enough about macrobiota?[10:34] - The full description of a stool coming from a healthy / not healthy gut?[13:15] - The benefits of taking care of your gut[16:40] - For a healthy gut, is it good to eat meat?[19:00] - How did Anita Frauwallner start to take interest in microbiota?[25:50] - Harvest of the Day: If something could be done easily to make the world a better place, what would it be for Anita Frauwallner?To contact Anita Frauwallner's institute, send an email with your question to: info@allergosan.atYou can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

Today, I'm bringing back a gem from the archives—one of my all-time favorite episodes. In this conversation, Dr. Gabor Maté explores what it truly means to be authentic and how reconnecting with ourselves can transform our lives. Whether you've heard it before or are discovering it for the first time, I hope you find it as powerful as I do. Enjoy!You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

This episode was originally released in 2022. It is one of our favorites from the archives and a great one to revisit on Women's Day.Why do women, the social architects of our lives, often find themselves sidelined in shaping the world's most crucial narratives? In this episode, Indra Adnan, a renowned writer, psycho-social therapist, and political entrepreneur, shares her journey of empowering women to speak up, the importance of giving their work at home the status it deserves, and how her dual heritage has influenced her unique perspective on global issues.[2:52] - To start the 6th season of Harvest Series podcast, Indra Adnan explains where we left Harvest last time, after a panel organised by Jamie Wheal with Gabor Maté, Wade Davies and Indra Adnan. [5:50] - Indra on carrying a double heritage: Indonesian and Holland, two innovative countries.[7:40] - Indra, as a master of the ceremony of Harvest, wanted to bring a feminine perspective on the actual crisis. Women are the social architects of our lives.[12:50] - Why women are not that keen on being in front of the stage.[15:20] - Why had Indra decided to be a pain in the ass, insisting that women are visible. [16:50] - How was Indra Adnan's experience in politics in the UK, when she became an MP?[19:30] - Indra, on stage in Kaplankaya, explains the concept of re-worlding.[22:30] - Which advice does she give regarding storytelling? What about the story that women are powerless?[25:10] - What does it mean, not to become the follower of someone else? [31:20] - Harvest of the Day : if something easy could be done and make the world a better place, what would it be for Indra?In two weeks, we will release Alexandre Tannous' interview in Kaplankaya, he is a sound healer, and he will explain the impact of the sounds on our brains. Don't miss the episode!You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnicians in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

What if openly discussing sexuality was an act of courage, a way to transform shame into strength? In this episode of the Harvest Series podcast, host Rose Claverie engages in a candid conversation with entrepreneur and intimacy expert Chloé MacIntosh. As the founder of Kama, a platform revolutionizing our approach to sexuality and self-pleasure, Chloé shares deeply personal aspects of her journey for the first time. She discusses, with honesty and vulnerability, how embracing her own sexual experiences has empowered her and aligns with the guidance she offers to others. Together, they explore the intersections of sexuality, courage, and the transformative power of confronting and overcoming shame.Tune in to discover how embracing our true selves can lead to profound personal growth and fulfillment.Chloe has kindly shared a discount code for her app Kama. To get it, click on this link : https://kama.co/doitShow Notes – Conversation with Chloé:2:51 – Opening the conversation: Chloé shares why she feels at ease discussing sexuality today and reflects on the journey that led her there.9:00 – Breaking the taboo: How Chloé works to normalize sexual language and encourages people to embrace their desires with confidence.14:12 – Deepening intimacy: Practical advice on how to have open and vulnerable conversations with your partner about sex.19:13 – Bringing fantasies to life: How to integrate personal fantasies into your sex life in a way that strengthens connection and trust.23:13 – Healing from trauma: In a deeply emotional moment, Chloé opens up about transforming past sexual trauma..31:13 – Raising boys in a modern world: Her best advice on educating sons about sexuality, respect, and emotional intelligence.38:05 – Desire vs. routine: How do we balance the need for long-term intimacy with the fear of boredom, especially when a woman becomes a mother?46:33 – Overcoming body shame: Chloé's guidance on embracing physical insecurities and cultivating self-acceptance.52:50 – Practical tools for pleasure: Chloé introduces Kama, the app she created, offering guided exercises and resources to enhance intimacy and self-discovery.You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

In this episode of the Harvest Series Podcast, host Rose Claverie explores resilience, innovation, and the power of grit with entrepreneur and author Ping Fu. From her harrowing childhood experiences during China's Cultural Revolution to co-founding Geomagic and shaping the future of technology, Ping's journey is a testament to adaptability and courage.She shares the wisdom that guided her through unimaginable hardships, the mindset that fueled her success, and how embracing chaos and creativity has defined her path. Tune in for an inspiring conversation on perseverance, reinvention, and the lessons we can all take from her extraordinary life.2:53 - Start of the interview. Ping Fu was interviewed during the fires in LA.4:01 - What were the moments during the Cultural Revolution that shaped Ping Fu? What skills did she develop?9:19 - What gave Ping Fu hope during her worst times?15:04 - Ping Fu reflects on leaving China for the United States and the shock it was for her.20:35 - She started studying computer science because she didn't speak enough English to study literature.25:00 - Ping Fu shares the incredible story of Geomagic and how knowing how to tell a story helped her become a very successful entrepreneur in the United States.32:00 - What it means to be strong for Ping Fu: not being attached to a bad story, but also not being attached to a good one.39:00 - Ping Fu talks about China and emphasizes that the Cultural Revolution is not representative of China as a whole.43:00 - Harvest of the Day: When did Ping Fu have to show the most courage in her life?Follow us on Instagram at @HarvestSeries and @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Co-Founders: Burak Öymen and Roman Carel

In this episode of the Harvest Series Podcast, host Rose Claverie dives into the fascinating world of astrology, life transitions, and creativity with writer, podcaster, and former TV reality star Caggie Dunlop. Best known as the host of the Saturn Returns podcast, Caggie explains how to navigate the pivotal changes of life, like the ones that often strike in your late 20s and again in your 60s.Together, they discuss her journey from London to Los Angeles, her transition from Made in Chelsea fame to becoming a voice of wisdom and curiosity, her reflections on sobriety, and the role of creativity in her life. Expect thoughtful insights, heartfelt moments, and plenty of laughs! You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.2:59 – The interview begins. Caggie jokes about not being a technical person and introduces the concept of Saturn Returns—what it is, when it happens, and why it can be a pivotal moment in life.6:31 – What is astrology, really? Caggie shares why she believes in it and how it has shaped her perspective.9:00 – How does Caggie respond to skeptics? She reflects on her own journey with astrology and how she came to embrace it.14:42 – Lessons from Saturn Returns: Caggie shares the biggest insights she's gained from hosting her podcast.17:50 – On vulnerability: Caggie opens up about a deeply emotional moment on her podcast when she broke down after a breakup.23:15 – What happens if you ignore your Saturn Return? Caggie explains the consequences of resisting life's natural transitions.27:45 – How does Caggie reconnect with herself during challenging times? She shares her go-to practices.30:00 – A look back: Caggie reflects on her time as a UK reality TV star in Made in Chelsea and how it shaped her.34:05 – The curious sober journey: Caggie discusses her evolving relationship with alcohol, why she decided to cut back, and how she now enjoys the occasional glass of wine.41:00 – Manifesting 2025: Caggie creates a vision board for the year ahead, revealing her process and what's on it—including an unexpected appearance of the word bitch!43:00 – A special connection: Caggie looks back on her experience at Harvest and what made it memorable.44:50 – Harvest of the Day: With Courage as the main theme for Harvest Summit in May 2025 in Kaplankaya, Caggie answers the signature question asked to all guests: When was the moment in her life when she had to show the most courage?Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

In this episode of the Harvest Series Podcast, host Rose Claverie explores energy healing, intuition, and living a spirit-led life with energy expert Jeffrey Allen. Discover how to create a life of balance, deepen your connection to intuition, and use energy to transform everyday experiences.Jeffrey shares practical tools and inspiring stories to help you harness energy for healing, decision-making, and authenticity.02:44 - Start of the InterviewJeffrey introduces his perspective on energy, explaining that there's no aspect of life where energy cannot be applied.06:08 - Shifting Energy Around YouJeffrey guides me through an energy exercise. For listeners: I'm placing my hands as if holding a ball and trying to feel the energy between them.10:05 - Sending and Healing with EnergyJeffrey discusses whether it's possible to send energy to others and use it for healing purposes.13:39 - Addressing Skepticism About EnergyHow does Jeffrey handle doubts and skepticism regarding the concept of energy?16:10 - A Life-Changing Intuition StoryJeffrey shares a transformative experience about buying a car and the positive outcomes of trusting his intuition.22:03 - Dark Energy and Bad VibesJeffrey addresses the topic of dark energy and whether we should fear people sending negative vibes our way.24:00 - Material vs. Spiritual MindsJeffrey shares insights from his wife Hisami, who believes we have two minds: the material and the spiritual. He also introduces their new online program.32:01 - Staying Protected in a Connected WorldIf we're all interconnected, how can we avoid absorbing negative energy or bad frequencies from others?35:44 - Jeffrey and Hisami's Unique Love StoryJeffrey recounts the beautiful story of marrying Hisami, despite not speaking the same language when they met.44:44 - Knowing If You Still Love SomeoneJeffrey shares his thoughts on how to recognize if you still love someone.49:50 - Harvest of the DayJeffrey reflects on the time in his life when he had to demonstrate the greatest courage.You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.To know more about Jeffrey Allen : https://www.iamjeffreyallen.com/Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

What if religion no longer defined your spirituality? Zach Bell, co-founder of MyPlace and Namuna, is reshaping how we connect, share, and grow through communities like SBNR (Spiritual But Not Religious). In this episode of the Harvest Series, host Rose Claverie sits down with Zach to explore the rise of SBNR, the power of shared spaces, and how technology can foster authentic connections. From his work with Burning Man to building transformative platforms, Zach reveals what makes communities thrive and why consistency is their beating heart. Stay tuned for an inspiring conversation!3:00 - The interview kicks off with Zach discussing the rise of Spiritual But Not Religious (SBNR) individuals. Who are they, and what draws them to spirituality over traditional religion? Zach also introduces Namuna, the new spiritual platform he's launched.10:20 - Is the SBNR movement part of a broader cultural and societal shift? Zach shares his thoughts.13:54 - The conversation turns to cultural appropriation in spirituality. Zach explains why, in his view, religions that fail to adapt to modernity risk becoming obsolete.17:20 - What does faith mean to Zach? Is it tied to belief in God's story, or something deeper? Zach offers a fresh perspective.19:00 - Zach explores the essence of community and what makes one truly thrive. His answer? Consistency. He also challenges the notion that technology destroys communities, arguing it can, in fact, strengthen them.24:49 - Zach reflects on his work with Burning Man and its significance to him as a cultural and communal phenomenon.28:46 - Are we living in a renaissance? Zach believes so and explains why these transformative times hold so much promise.33:54 - Zach dives into the story behind his deep commitment to fostering communities and how this passion has shaped his journey.36:40 - What makes a community real and authentic? Zach shares his insights into the key elements that bring them to life.41:20 - Courage takes center stage as Zach defines what it means to him and highlights individuals who inspire him with their fearless spirit.You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.To follow Zach M Bell's work : https://www.zachmbell.com/Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

What if courage wasn't just about bravery but about finding love in the quiet spaces of your heart?In this episode of the Harvest Series podcast, host Rose Claverie sits down with author, philosopher, and adventurer Blanche de Richemont to uncover the essence of courage. From her extraordinary experiences in the Sahara desert to her profound insights on vulnerability and love, Blanche redefines courage as an act of connection and authenticity. Tune in to explore her thoughts on everyday bravery, the wisdom of Nelson Mandela, and the light of joy that guides us through life's toughest challenges.2:34 – How does Blanche define courage?For Blanche, courage is love—going beyond your immediate interests to connect deeply with others.4:00 – Do soldiers embody courage, or is it an everyday notion?Blanche reflects on the nature of courage in soldiers versus ordinary individuals. If not soldiers, who truly embodies courage?7:10 – Speaking to CEOs: What do they ask Blanche?Blanche shares her insights as a speaker for top executives, emphasizing that "nobody can tell you the language of your heart."11:04 – Why does Nelson Mandela inspire Blanche?Blanche explains how Nelson Mandela's life is the epitome of courage, rooted in resilience and love.13:22 – Adventures in the Mali desert and the SaharaBlanche recounts her time in the Mali desert, living under fascinating and dangerous conditions in one of the world's harshest places.17:00 – Feeling danger in the desertWhile Blanche rarely felt danger, she recalls one particular moment when she did, offering a glimpse into her resilience.21:00 – The role of pain in exploring the desertBlanche discusses how pain fueled her journey into the desert and how she kept "a little light of joy in her heart."24:10 – Finding beauty in life when everything feels wrongBlanche shares her perspective on appreciating life's beauty, even amidst chaos and difficulty.32:00 – Courage in relationshipsWhat does it mean to show courage in relationships? Blanche explores the balance of honesty and whether it's necessary to reveal everything.This episode dives deep into the essence of courage, weaving together love, resilience, and the strength to find light even in the darkest moments. Perfect for anyone seeking inspiration on how to embrace courage in all aspects of life.You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates, and find Blanche de Richemont here.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series...

What if courage wasn't just about bravery but a guiding force for personal and collective transformation? In this episode of the Harvest Series podcast, host Rose Claverie sits down with Manon Elise, the CEO of Harvest, to discuss why courage will take centre stage at Harvest 2025. From her journey to the Brazilian Amazon to the six types of courage shaping our lives, Manon shares powerful insights and plans for the upcoming gathering in Kaplankaya. Tune in to explore how unity, diversity, and bold action can redefine our future.If you want to know more about Harvest Series in May 2025 : HarvestChapters:00:00 - Introduction00:40 - Welcome and updates from Mexico03:00 - Brazilian Amazon experience: beauty and challenges08:00 - Courage as a central theme for Harvest 202512:30 - Types of courage and their impact18:00 - Unity in diversity at Harvest20:00 - Closing thoughts and call to actionYou can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

In this episode of the Harvest Series Podcast, host Rose Claverie is joined by Robert Edward Grant, a visionary thinker whose work bridges science, art, and spirituality.Together, they explore the fascinating world of sacred geometry, uncovering its connection to Leonardo da Vinci's masterpieces and the Great Pyramid. Robert shares insights into how ancient wisdom intersects with modern innovation, challenging the boundaries of our understanding and inspiring a new way of seeing the world.Tune in for a thought-provoking conversation, in the spirit of the Harvest event in Kaplankaya, that dives deep into universal truths and the interconnectedness of all things.Robert had just made a discovery about Leonard da Vinci on the day of the interview. As it's way more interesting with the images, we shortened the moment when he shared his discovery, but you can find the full version on YouTube, by searching for Harvest Series!Chapters: 0:00 - Introduction1:30 - Who is Robert Edward Grant?5:20 - The polymathic journey explained11:53 - Science and spirituality: Bridging worlds14:04 - What Da Vinci teaches us today. Robert shares his latest discovery, you can find more on the YouTube interview. 22:11 - Final thoughts and reflections about the masculine and the feminine, and about courage. You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates. Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

In this episode of the Harvest Series Podcast, host Rose Claverie speaks with Dr. Dingle Spence about the catalytic power of psilocybin retreats. From grief recovery to spiritual awakening, Dr. Spence shares stories of courage and healing, explaining how sacred ceremonies in Jamaica foster personal growth. Learn about the integration process that ensures lasting change and why psilocybin is more than a medical tool, but a bridge to inner freedom. Tune in for inspiring stories of perspective shift and empowerment, as well as a deep dive into the science and spirituality of psychedelics. To learn more about the upcoming Harvest retreat in Jamaïca on the 19th of January 2025, visit: https://www.harvestseries.com/retreatsDisclaimer: Psilocybin remains a controlled substance in many countries. Always ensure you're in a legal, guided, and safe environment before considering its use.Chapters of this episode : - 02:28 Introduction: Psilocybin Retreats - 03:33 Dr. Spence's Background in Medicine and Spirituality - 04:35 Psilocybin for Grief and Loss - 12:15 The Three Stages of Transformation - 15:29 Facing Trauma Through Sacred Ceremonies - 19:20 Courage and the Journey Within - 23:45 Unique Jamaican Retreat Experience - 30:15 Integration: Sustaining The Healing- 35:01 Final Thoughts on Healing and Courage You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

What if stepping into your authentic self is the key to unlocking your greatest potential? Adam Roa, poet, coach, and transformational leader, shares his journey of embracing courage, challenging limiting beliefs, and manifesting abundance. From overcoming insecurities in high school to charging a million dollars for a coaching contract, Adam's story reveals how showing up for yourself can spark extraordinary growth. We are so excited at Harvest to start a new online series about courage, as it's the theme of the next summit in Kaplankaya in May 2025. So let's be ready for it! If you want to register for Harvest 2025, book your tickets here! https://www.harvestseries.com/harvest-kaplankaya-2025In this episode of the Harvest Series with Rose Claverie, we explore the path to authenticity, why courage is non-negotiable, and how small risks build unshakable confidence. Stay tuned for insights that might just change how you approach your next challenge.Chapters[00:00] : Introduction to Adam Roa[02:44] : The Courage to Be Yourself[04:52] : Overcoming the Fear of Rejection[05:00] : Adam's early Challenges and rediscovering acting[09:03] : Following Breadcrumbs of Joy[17:26] : Turning Pain into Purpose. Adam is sharing his personal experience.[20:45] : Building Relationships and Spiritual Growth. Adam explains how he grew with is partner. [25:00 ] : Adam believes in craft and hard work. There are no quick wins.[31:21 ] : We idealize people on the front stage, but not everybody can or want to be a leader. [36:10 ] : Manifestation: How It Really Works[41:54] : The True Meaning of Courage, and when did Adam have to Show the most courage?You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

What gives someone the strength to face life's icy challenges—both literal and emotional? Laura and Isabelle Hof, daughters of Wim Hof, joined Harvest Series host Rose Claverie in Kaplankaya to share their incredible energy, the power of cold exposure, and a deeply moving story of resilience. From introducing ice baths to Harvesters to opening up about losing their mother as children, their journey is a testament to courage and connection. This 5-minute snippet offers a glimpse into a longer, powerful interview available now on the Harvest Series podcast.You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

Back by popular demand! We're excited to revisit our conversation with Dr. Shefali, originally released two years ago, where she delves into the transformative power of conscious parenting. Whether you missed it the first time or need a refresher, this episode offers timeless insights.Dont miss : Harvest is organising a retreat with Dr. Shefali on the 30th of October. You can bring your children in beautiful Kaplankaya, on the South Western Aegean Cost of Turkey : Link. [2:19] How is our ego on the way to a good education? There is a parental ego in function that makes the parent ego think that they are in complete control of the children and that children are their possessions. What is included in the ego: I need to be in control. From that comes the need to impose all my beliefs on my children (religion, culture, competition...)[6:55] What are the consequences of this kind of education on our children? They become little mini-me or become a "bad child". [7:44] What happens if you have two parents with different egos? or only one of them is conscious, and the other is not? [8:50] What are the steps to become a more conscious parent? To wake up! I have been living a pattern, it wasn't me! You should start before having children. [10:46] How to get rid of perfectionism? You have to be aware that you are killing the joy. [12:50] How do you self-reflect on how you were conditioned by your parents without feeling ingrateful? [17:00] How did Dr Shefali change when she had a child? Even if she was already meditating, she started herself also "full of ego". [19:20] So, how do we still educate our children and let them integrate into society?[20:29] Are we doing a favour to our children by making sure they speak so many languages, be a maths champion, or be the best at sports so they fit in a super competitive world?[25:00] What are we petrified in general? We are afraid to be an average human, especially in the area of social media. [29:10] What are the three lies parents are being told? Why are we not supposed to be responsible for making our children happy? [31:30] What is the difference between positive parenting and conscious parenting? The importance of the presence of the maternal figure. [35:35] How was Dr Shefali raised herself? Her mother was patient. [37:00] Little questions for Dr Shefali, like I don't know how to say 'No' to children. [39:27] Harvest of the Day : if there is one thing that give hope to Dr Shefali? Next week, we will release a new episode with scientist Bruce Damer, about the origins of life, the links between mysticism and science, and the potential impact of psychedelics on leaders.You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnicians in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital...

Today, we delve into a debated topic: LSD. At the 8th Harvest Summit in Kaplankaya, Amanda Feilding, a pioneering advocate for psychedelic research, shared her insights with journalist Rose Claverie. Amanda has spent decades championing the legalization of LSD, driven by her commitment to changing perceptions and policies surrounding psychedelics. Known as the “First Lady of LSD,” Amanda's journey is intertwined with both her aristocratic background and her groundbreaking work with the Beckley Foundation. In this episode, Amanda shares her personal experiences and the latest scientific insights into psychedelics. We emphasize that this discussion is purely informational and not an endorsement of drug use. Join us as we explore Amanda Feilding's extraordinary life and her relentless pursuit of change.[4:00]: LSD is the "Queen of Psychedelics" for Amanda, demonized by the American government.[5:00]: How are scientific experiments conducted at the Beckley Foundation to gather data? What does Amanda anticipate from their latest study on the brain and the body?[11:00]: Why glucose is important during an LSD experience, and how having a diabetic father was "good training" for Amanda.[13:36]: Discussion on the risk of overdose.[16:00]: LSD is not for everyone; it's a "minority sport" according to Amanda.[18:40]: The Beckley Foundation was created by Amanda to show that LSD not only enhances cognitive functions but also has positive effects on mental health issues. One study showed it helps fight nicotine addiction.[25:00]: How was Amanda's use of LSD in her youth? It was not a way of life; she recounts a horrible experience she had.[27:00]: Amanda shares her story, including mystical childhood experiences.[34:00]: Discussion on microdosing and its potential for increasing neuroplasticity to treat neurodegenerative diseases, with an example of a lady's improvement.[45:00]: Safety advice regarding LSD.To know more about the Beckley FoundationYou can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnicians in Kaplankaya: Joel Moriasi, Hanan Yasir, and teamMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

In this episode of the Harvest Series, listeners are transported to the serene setting of Kaplankaya, Turkey, where Dutch pianist Joep Beving captivated an audience with his evocative performance. Surrounded by candlelight and the gentle sounds of the Aegean Sea, Joep Beving's minimalist compositions created a profound sense of peace and introspection. During this conversation, the pianist explores how his music has influenced his mental well-being and his approach to success. Podcast Show Notes: Joep Beving[3:02] - Interview IntroductionThe interview kicks off with Joep Beving as he prepares for his concert for the Harvest audience. He gives insights into what the audience can expect from his performance, describing the emotions and experiences he hopes to convey through his music.[4:45] - Concert as MeditationJoep likens his concert to a group meditation, emphasizing the calming and introspective nature of his music. He opens up about his personal journey, sharing the pivotal moment in his life when he experienced burnout and how playing the piano became his sanctuary, offering clarity and peace amidst the chaos.[8:00] - Overcoming AnxietyJoep delves into his personal growth over the past 15 years, discussing the strategies and mindset shifts that have helped him transform from being an anxious person to finding balance and tranquillity. He shares valuable insights into how music plays a crucial role in maintaining his mental well-being.[10:40] - Early Beginnings with PianoReflecting on his childhood, Joep recounts how he started playing the piano and the role it played in his life. Although he admits he wouldn't classify himself as a traditionally trained musician, he highlights the deep connection and passion that have fueled his musical journey from a young age.[17:00] - Creating vs. PerformingIn this segment, Joep contemplates the joys of composing music versus performing live. He explores the creative process behind his compositions and discusses what he finds most fulfilling about each aspect of his career.[19:00] - Relationship with the PianoJoep shares a touching story about his relationship with the piano, particularly focusing on a German instrument his grandmother bought for him. Despite not initially liking the piano, he explains how his appreciation for the instrument grew over time and became a significant part of his musical identity.[22:00] - Memorable Fan EncounterJoep recounts a heartwarming story about a meaningful encounter with a fan. He describes how this interaction impacted him and reinforced the profound connection music can create between artists and their audience.[29:00] - Upcoming ProjectsLooking ahead, Joep discusses his future projects and what listeners can anticipate from his upcoming work. He provides a glimpse into his creative vision and the new directions he plans to explore in his music.[30:16] - Harvest of the DayIn the closing segment, Joep reflects on a moment of radical connection from his childhood. Next Episode:Join us next time for a conversation with Amanda Feilding about psychedelics and LSD more specifically. Stay tuned!You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by:

Dive into a unique and emotional journey with Isabelle and Laura Hof, daughters of the legendary Wim Hof, as they join Rose Claverie on the Harvest Series podcast. With humor, authenticity, and raw emotion, the Hof sisters share what it was like growing up under the guidance of the “Iceman” himself.From hilarious sibling banter to deeply touching stories, Isabelle and Laura discuss how their father's extreme practices shaped their childhood, the profound impact of losing their mother, and the powerful benefits of cold therapy. Discover why the Wim Hof Method is more than just a cold plunge—it's a way of life.Whether you're curious about cold exposure or simply want to hear an inspiring story, this episode is a must-listen! Join us for a conversation filled with laughter, tears, and insights into the art of embracing the cold.

Our episode for the day for Harvest Series is all about writing. I was deeply moved by Yrsa Daley-Ward's beautiful poem recited on the beach during the opening of the Harvest Series summit in Kaplankaya. The poem, about a family dinner that felt quite uncomfortable, sets the tone for this episode.In this interview, recorded with my friend Greg Pouy, we delve into creativity and authenticity. Yrsa, author of "Bones", shares her spontaneous and authentic writing process, making this a conversation you won't want to miss. Tune in to explore the magic of poetry and the power of genuine expression[2:30] – Introduction to the interview. Yrsa recites a poem about love.[5:49] – Greg asks Yrsa about her relationship with letting go.[7:35] – The meaning behind the title of Yrsa's book, Bone.[9:13] – Yrsa's vision for modern poetry.[12:00] – Discussion on authenticity. Yrsa talks about organizing workshops and how she helps people realize their creativity.[15:10] – Has Yrsa always been confident in writing and publishing her thoughts?[19:00] – Greg inquires about women of colour in writing. Yrsa discusses the increasing number of women of colour in the literary world.[21:29] – The impact of social networks on Yrsa's work and her engagement with them.[24:50] – Yrsa reads "Poetry," the poem she recited during the Harvest opening ceremony by the fire—an unforgettable moment.[29:30] – Harvest of the Day: I ask Yrsa about a moment when she felt radically connected with her family.[31:14] – Greg's final question, "Vlan": What does Yrsa want to open or close the door to?You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnicians in Kaplankaya: Joel Moriasi, Hanan Yasir, and teamMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

Show Notes:Today, I interview the co-founders of London Nootropics, a young brand that makes mushroom-based coffees. Zain Peer and Shez Shaik, based in London, share their entrepreneurial journey with us in an episode recorded in Kaplankaya, during the 8th Summit of Harvest. They discuss how they came up with the idea to focus on adaptogens, what adaptogens are, what they are not, and the scientific ways these substances enhance our daily lives. They also talk about their entrepreneurial challenges, efforts, and how they met in school.Episode Breakdown:[2:54] - Introduction of the podcast. What are adaptogens? They are like a thermostat in our body. What's the difference between normal coffee and adaptogen coffee?[7:19] - What is the science behind adaptogens?[9:00] - What is the legislation around adaptogens?[10:40] - Are mushroom coffees "magic coffees"?[13:49] - The story of London Nootropics. Zain shares how he and Shez wanted a natural boost in their coffee before going to the gym and how they met Amanda, an Australian nutritionist who introduced them to adaptogens.[17:22] - Shez joins the recording in the villa and sits next to Zain.[19:00] - Shez and Zain share a story about resolving a product delivery issue, showing their dedication to timely service.[22:10] - Discussing the impact of building a brand together on their friendship.[24:00] - Defining moments for London Nootropics, including their appearance on the BBC.[26:00] - Zain and Shez talk about the importance of transparency and ethical sourcing.[32:00] - Tasting their hydration salts. I chose lemon-lime. This leads into the "Harvest of the Day," a moment of Radical Connection.Resources:Visit the London Nootropics websiteNext Episode:Join us next time for a conversation with Ben Nemtin about the things you want to do before you die. Stay tuned!You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

In this episode of the Harvest Series podcast, we delve into the essence of manhood with transformative coach Nic Warner. Recorded at the Harvest Summit in Kaplankaya, Nic shares his insightful journey of helping men understand their roles and identities through rites of passage and conscious breathing. His engaging presence and profound reflections resonate deeply, especially for those of us raising sons. Join us as Nic explores the complexities of masculinity, fatherhood, and personal growth. Listen now on Spotify or watch on YouTube for an inspiring conversation that transcends generations.[2:01] - Nic Warner has been traveling to organize men's retreats. He explains some of the activities that take place there and the overall goals.[7:01] - Discussing the lack of rites of passage in modern times, which are essential for boys to transition into men by being taken away from the community and initiated.[10:01] - Who has the most influence in helping a boy become a man? Is it the mother or the father?[14:00] - How does this theory apply to modern times, where women often earn more money and may take on more masculine roles? How does this create confusion, and what is a healthy balance in a relationship?[20:30] - Nic shares his personal experience with his father and his own journey to manhood.[33:20] - Nic is expecting a son soon. How is he preparing for fatherhood?[35:00] - Alcohol is a major enemy of masculinity. Nic explains his relationship with alcohol and drugs.[38:00] - Harvest of the Day: What is Nic's most memorable experience of Radical Connection from his childhood?You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnician in Kaplankaya: Joel MoriasiMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital PartnersHarvest Series Founders: Burak Öymen and Roman Carel

It's become a tradition for us now. In this episode of the Harvest Series podcast, we welcome Jamie Wheal, the author of "Recapture the Rapture," a renowned expert on peak performance, neuroscience, and flow states, and the Executive Director of the Flow Genome Project, to introduce the theme of our 8th season summit. The last theme was Radical Connection.You will soon find out why the biblical brothers Cain and Abel (present in many religions) are in this podcast's title. This episode runs longer than usual, but Jamie's insights were so profound and evolutionary that we couldn't bear to cut any part of the interview or split it into two parts. He provides so much information that I usually have to pause when listening to this episode to fully digest what he says!Join us as Jamie Wheal takes us on a journey through the story and future of our civilization, viewed through the lens of connection.Episode Breakdown:[2:01] - Jamie explains why the theme Radical Connection was chosen for this 8th season of the Harvest Summit in Kaplankaya. Why do we feel so disconnected today?[6:05] - Jamie cites the ancient social technologies we left behind. But how do we fight against the inevitable frictions emerging from the communities?[10:00] - Are demagogues and populists responsible for us feeling disconnected, along with social networks?[15:00] - Jamie talks about migration and humans being always on the move.[20:14] - We are going back to a multipolar world. What are the 3 main forces driving disconnection: 1. Tribalism 2. Colonialism 3. Capitalism.[28:00] - We are used to thinking that technology will solve our resource problems.[33:00] - How can we deal with these situations where if we want to raise the standard of living of Americans, we would need the resources of 3 to 4 planets Earth. Reduction is politically untenable.[35:00] - We are in a case of obligate adaptation: how to recalibrate our carbon consumption to standards of living that meet our needs. How do we become healthier and more connected?[43:00] - I'm trying to get hope from maybe the next generations. Jamie doesn't want to put all the effort into the kids.[45:00] - What about fixing people's consciousness? Yes, if it doesn't make us just self-indulgent.[54:42] - Jamie is writing a book: if an anthropologist from space came down to Earth and checked what was happening, interviewing the wisest ones, what is going on? What are the drivers of evolution?[57:49] - "Evolution (life on this Earth) is nothing more and less than an amoral and indifferent novelty engine. Its purpose is to create and generate options and possibilities. 90% crashes, 10% persist. That's how you get new and different." Out of these different things comes complexity. Some complex things are not beautiful, like cancer, but some things are good, true, and beautiful. Let's protect them. But it needs energy."[1:00:00] - The story of human civilization has been nothing more than a hunt for ever hotter fire to heat ever more interesting star stuff.[1:08:00] - What are the tools we have in our hands? We have seasons and contrasts, spinning, the moon... They are Earthshots giving us hope.Next episode will be with Nic Warner, a transformational coach, about how boys can become men. He will share his moving story with full transparency.You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by:

In this episode, I have the privilege of interviewing the fabulous Esther Perel in Kaplankaya. Recognized as one of today's most profound and innovative voices on modern relationships, Esther is fluent in nine languages and runs a therapy practice in New York City. She attended the Harvest Summit with friends, bringing immense joy and energy to the event. Eager to try every practice, Esther also delivered beautiful speeches. In this interview, we reflect on her 40 years of experience as a psychotherapist.In this episode, we explore:[2:57]: Why are relationships so hard? Why isn't just loving enough? Esther delves into the complexity of modern relationships and the increased expectations we place on them.[4:55]: The perfect recipe to fail in your relationship and remain single for life, according to Esther.[8:55]: The fundamental reasons why people get together in the first place.[11:05]: With 40 years of experience, Esther has developed a keen intuition. She shares how she leverages it in her practice.[15:25]: An example from her practice: Should I break up with my dad? Esther offers insights into understanding and improving familial relationships.[18:25]: The overemphasis on psychotherapy's focus on what people lacked after Freud, and how this perspective has shifted.[20:55]: Applying Esther's approach to other fields like geopolitics or the business world. She provides a fascinating analysis of polarization and handling complex situations.[28:31]: Quick-fire questions to Esther, including how she practices being a good spouse and what she would do if she couldn't talk about relationships anymore.[31:37]: Harvest of The Day : a moment when Esther felt very connected with her family.Stay tuned for insights that could transform your understanding of relationships and much more. You can visit estherperel.com, a great resource for access to her game, her online courses, and innumerable resources to help you keep the spark of desire alive in your relationships.You can follow us on Instagram at @HarvestSeries or @rose.claverie for updates.Watch our podcast episodes and speaker sessions on YouTube: Harvest Series.Credits:Sound editing by: @lesbellesfrequencesTechnicians in Kaplankaya: Joel Moriasi, Hanan Yasir, and teamMusic by: ChambordArtwork by: Davide d'AntonioHarvest Series is produced in partnership with Athena Advisers and Capital Partners.Harvest Series Founders: Burak Öymen and Roman Carel

In this episode we are introduced to Adhel Ring - Michael's friend who later becomes Saree's co-wife. Credits: Sound track and theme song, Arusu by Hardlife Avenue Stars Mixing and Sound Design by Neil Liddell Text and story editing by Brittany Kesselman Fact-checking by Mustapha Dumbuya Photography by David Lomuria Podcast Artwork and Design by Peace Ogwigwiyan Translations by Alith Ayer Marketing and Publicity by Didi Khumalo, Mazim Keys & Aman Amou A very special thank you to Adhel Ring, Saree and Michael Achuil Mading for making this podcast possible

Josh Stanbro developed and led the Office of Climate, Sustainability and Resilience for the City and County of Honolulu as its first Chief Resilience Officer. Josh is now in Washington DC and is Deputy Director of the Policy Lab with Elemental Excelerator, a global nonprofit accelerator for climate tech which was founded in Hawai'i.  His path from California to Hawai'i of itself tells a valuable story of 21st Century Hawai'i. And because Hawai'i was once and hopes to again be a place of sustainable agriculture, his previous work at the Trust for Public Land and the Hawai'i Community Foundation, leading up to the Mayor's office,  tells a story of the transformation efforts underway, and the expanding reach of the Hawai'ian Renaissance.   From Josh we learn about the landmark case on Hawai'ian property law that inspired him to go to law school; about the sustainable agriculture projects he worked on while at the Trust for Public Land and the Hawai'i Community Foundation. We talk about the dozen good reasons to buy local; about inclusive, community driven governance; and how politics is like surfing. Overall we get some info on Hawai'ian activist history, a fair amount of historical and modern land use info, and a lot of good wisdom about leadership in governing.  And finally, we learn what three wishes he would have, to help Hawai'i achieve its Aloha Plus challenge goal of getting to 30% locally grown food by 2030.For more info: Elemental ExceleratorThe Resilience Office of the City and County of HonoluluThe Hawai'i Community Foundation The Trust for Public Land, Hawai'i Credits: Sound editing: Keola Iseri of the University of Hawai'i, West Oahu and Rob PeraLogo design: Sue Woodard, and Waipahu High School student Reiko Quitevis Theme music: Waipahu High Schools students  Caryssa Shinozawa, Landon Guzman, Syd Sausal 

William III (1689-1702) had limited interest in the affairs of England, Scotland and Ireland. His interest lay in keeping the King of France at bay and would use England as weapon to achieve his goals. It was perhaps the king's indifference that allowed parliament to gain permanent supremacy over the nation leading to a remarkable transformation in the political and religious affairs of England. During William's reign, along with Mary II (1689-94) the parliamentary state was established, to this day it remains the enduring feature of the British political system. Characters William III – King of England, Scotland and Ireland (1689-1702), Stadholder (1672-1702), prince of Orange Mary II – Queen of England, Scotland and Ireland (1689-94) James II – King of England, Scotland and Ireland (1685-88), father of Mary II Charles II – King of England, Scotland and Ireland (1660-85), uncles of Mary II and William III Charles I – King of England, Scotland and Ireland (1625-49), grandfather of Mary II and William III Princess Anne – sister of Mary II William II – Prince of Orange, father of William III Mary – Princess Royal, mother of William III Anne Hyde – mother of Mary II, first wife of James II Mary of Modena – Queen consort of England, Scotland and Ireland (1685-88) James Stuart – son of James II and Jacobite claimant Johan de Witt – Grand Pensionary of Holland Sophia, Electress of Hanover – granddaughter of James I, heiress presumptive to the thrones of England and Scotland Louis XIV – King of France (1643-1715) Phillip V – King of Spain, grandson of Louis XIV Leopold I – Holy Roman Emperor (1658-1705) Archduke Charles – son of Leopold I John Branston – Essex MP Adam de la Prynne – English antiquary John Locke – philosopher and enlightenment thinker Mary I – Queen of England (1553-58) Philip II – King of Spain, King of England (jure uxoris) Credits Sound the trumpet – Henry Purcell Man that is born a woman – Henry Purcell bbc_tennis--ha_07012117 IMSLP312077-PMLP237007-S001-02-hbr bbc_period-bat_07019001 5 194982__soundmary__wild-horses-running CREDIT

Our special guest this week is the President/Publisher of Breakaway Media Group Michael DiDomenico! This is a chance to learn more about the amazing guy behind RT SleepWorld, Sleep Lab Magazine, and The Philadelphia Sleep Conference. But wait there's more! Michael has a special offer for the SleepTech Talk listeners. For CEUs and a chance to win 1 of 3 $100 gift cards https://philadelphiasleepconference.com/ If your not already subscribed you need to be! Subscribe to RT Sleep World/ Sleep Lab Magazine at https://rtsleepworld.com/ Tell 'em SleepTech Talk sent you! Credits: Sound edits: Diego R. Mann Intro music: Pierce G. Mann

The collapse of Northumbria in the ninth century was a result of long standing crises being compacted by the sudden arrival of a new threat the likes of which they could not have imagined. The memory of Northumbria would echo down the centuries, but as the smoke cleared a whole world had come to an end and the future seemed more ominous than ever. Credits -  Sound effects created by Michael Ghelfi Studios: https://michaelghelfi.com/ Music: 'Wælheall' by Hrōðmund Wōdening https://www.youtube.com/watch?v=VQfdqIyqJ4g&list=LL&index=5&ab_channel=Hr%C5%8D%C3%B0mundW%C5%8Ddening Social Media -  Patreon: https://www.patreon.com/anglosaxonengland Facebook: https://www.facebook.com/Anglo-Saxon-England-Podcast-110529958048053 YouTube: https://www.youtube.com/channel/UCzyGUvYZCstptNQeWTwfQuA  Learn more about your ad choices. Visit megaphone.fm/adchoices

I interview Dr.Adam Van Arsdale, a Professor of Anthropology at Wellesley College who researches how personal genomic information affects our understanding of ourselves and what it means to be human. In this episode, we explore how genetic testing, especially direct-to-consumer testing, can affect how we think about concepts like race, ancestry, and identity. We also consider the extractionist tendencies of genetics, leaving off with some examples of how Indigenous communities are resisting biocolonialism. Credits: Sound bites of President Clinton and Francis Collins come from the NIH's recording of the Draft of the Human Genome Sequence Announcement at the White House. Licensed under Creative Commons. Sound bites of President Clinton and Francis Collins come from the NIH's recording of the Draft of the Human Genome Sequence Announcement at the White House. Licensed under Creative Commons. Clips of the Havasupai song come from the New York Times's video Blood Journey, a short documentary following the Havasupai scandal. Produced by Kassie Bracken and Amy Harmon. Clips of Carletta Tilousi speaking about the Havasupai scandal come from a segment of NPR's ‘Tell Me More': 'Blood Victory' In Medical Research Dispute. Hosted by Celeste Headlee.

This week, Alex & Dan breakdown the latest Doctor Strange trailer, hot off the heels of the 2022 Superbowl! Plenty of potential spoilers from Phase 4 and if correct - way past that of the film! From rumours of Tom Cruise, crossovers with Marvel's What If? and introducing founding members of the Marvel comics Namor and Reed Richards aka Mr Fantastic - the southcoast duo take you down the superhero rabbit's hole once more! Taking shelter from the storm, sit back and relax as they discuss what they do best! #GITS

I am a fan of creating a ritual or practice to celebrate the end of a year and set the tone for a new year to come. In fact, the ritual I am sharing with you today is one that my husband and I have been practicing for 11 years! It's a combination of reflection and intention setting, but that's honestly too basic of a description for what it really does for me! That's why I want to share it with you! I created a workbook to guide you through my annual Reflect, Refresh and Revitalize ritual. Inside, you'll find powerful questions to review your year, release unnecessary blocks, call in prosperity, and set the intention for your new year to come. In this episode I am giving you a peek into what's inside this guide (you can access this guide for free inside the Maverick HQ) along with some of my own answers to this year's practice. I hope you enjoy this episode, download the guide and give it a whirl. It may just change the trajectory of your year! (I'm not even kidding). Episode Links  Get the free workbook by joining The Maverick HQ Follow me @linsibrownson on Instagram for more business and mindset tips. Follow the podcast @bebrilliantpodcast on Instagram. Learn more about why we start with positive reflections in Episode 82: How to Self-Audit Your Business. Check out my 1:1 life and business coaching services. Love this show? I would really appreciate your review in iTunes or Audible! Credits: Sound production by hearnoevilmedia.com

Today we talk about Advent!Credits:Sound effects by O Come, O Come Emmanuel by Clive on the Free Music ArchiveSound effects by zapsplat

“In the desire to do the right thing, we often do nothing.” - Linsi Brownson Hey Maverick, today we are diving into one of my favorite topics to coach on - perfectionism!  Many creative entrepreneurs struggle with perfectionist tendencies, in part because they don't realize they have them. Even people who consider themselves “perfectionists” (ahem, that's a label I don't agree with) often miss the subtleties that cause the most havoc in their lives. Because perfectionism isn't about having high standards or wanting things to be perfect. In fact, most of the people who I talk with about this aren't aiming for perfection.  But what they are aiming for, and what trips them up the most, is finding what is “right.” The right marketing strategy. The right way to say no to something they don't want to do. The right time to start. The right price to charge. Even the right podcast episode to get inspired for the day!  Whether it's a big or small decision, when you think the words “right” or “best”,  you can be sure that perfectionism is in play.  In this episode, we will identify habits that you may not realize are the results of perfectionism and get you in the mindset to address them head-on and free yourself from these limitations. If you enjoy the Be Brilliant In Your Business Podcast, please subscribe and review us on iTunes, Spotify or Audible!  Your words mean so much. Links  Get energized and organized with free resources inside The Maverick HQ vault. Follow me @linsibrownson on Instagram for more business and mindset tips. Connect with Be Brilliant Podcast @bebrilliantpodcast on Instagram. Want to work with me? Learn more about coaching and availability. Love this show? I would really appreciate your review in iTunes, Audible, or Spotify! Credits: Sound production by hearnoevilmedia.com

“There is always someone else who can do it.” - Linsi Brownson As entrepreneurs, we are no strangers to overwhelm and exhaustion. When things start piling up, our never-ending to-do list starts taking away from the joy that had originally sparked our entrepreneurial spirit.  To fix this and get our fire burning again, we must accept that we can't do everything, but letting go as a business owner can be a daunting task to say the least.  In this week's podcast I'm talking about how you can let go of the tasks that are no longer serving you so you can focus on what is important and inspiring you. By doing this, you can renew your passion, increase your business's capacity, and focus your energy forward rather than staying stagnant. If you enjoy the Be Brilliant In Your Business Podcast, please subscribe and review us on iTunes, Spotify or Audible!  Your words mean so much. Links  Get energized and organized with free resources inside The Maverick HQ vault. Follow me @linsibrownson on Instagram for more business and mindset tips. Connect with Be Brilliant Podcast @bebrilliantpodcast on Instagram. Want to work with me? View coaching options you might love. Love this show? I would really appreciate your review in iTunes, Audible, or Spotify! Credits: Sound production by hearnoevilmedia.com

“At the end of the day, you're not selling products and services to robots, you're selling products and services to people” - Lorraine Ball Hello Mavericks! Today we get the special pleasure of speaking with the lovely Lorraine Ball - Queen of SEO. Lorraine, a marketing strategist,  hosts the very informative podcast (that you should definitely go check out) More Than A Few Words and specifically works with business owners on their content-based SEO. What is content-based SEO? Content-based SEO is written for your customers in mind - not bots and algorithms. It places the focus on creating content that makes sense to your customers; it answers their questions and points them in the next best direction. In response to this, your customer's activity on your site is what is going to signal to the search engine that you are producing quality content that people want to engage with.  It's a win-win because it improves both your SEO ranking and your customer conversion rate. Want to learn more about how you can utilize content-based SEO on your website? Listen or read on! If you enjoy the Be Brilliant In Your Business Podcast, please subscribe and review us on iTunes, Spotify or Audible!  Your words mean so much. Links  Get energized and organized with free resources inside The Maverick HQ vault. Follow me @linsibrownson on Instagram for more business and mindset tips. Connect with Be Brilliant Podcast @bebrilliantpodcast on Instagram. Follow @lorrainefball on Instagram. Visit Lorraine's website. Download the free Digital Toolbox from Lorraine Ball. Want to work with me? View coaching options you might love. Love this show? I would really appreciate your review in iTunes, Audible, or Spotify! Credits: Sound production by hearnoevilmedia.com

 “When we do Pinterest marketing, it ends up making us better marketers in general, because we need to be super clear on what we're amplifying, right, and who we're amplifying it to.” - Jana Osofsky I am super excited for you all to meet my guest this week. This week we are diving into the big wide world of Pinterest with none other than my own Pinterest strategist, Jana Osofsky! Jana is the owner of Jana O. Media, she is a marketing expert who specializes in premium Pinterest services for online coaches, course & membership creators, and service pros & consultants.  This episode is for anyone who has ever considered Pinterest marketing for their service, has ever wondered why their Pins aren't working and collecting dust or would like to master their current Pinterest strategy to get more sales. We take a deep dive into… The customer journey How to get started on your Pinterest journey, and How to reach the right people with a targeted keyword strategy If you enjoy the Be Brilliant In Your Business Podcast, please subscribe and review us on iTunes, Spotify, or Audible!  Your words mean so much. Links  Get energized and organized with free resources inside The Maverick HQ vault. Follow me @linsibrownson on Instagram for more business and mindset tips. Connect with Be Brilliant Podcast @bebrilliantpodcast on Instagram. Follow @janaomedia on Instagram. Visit Jana O. Media website Download the Free Pinterest QuickStart Checklist: 5 Steps to Set up or Clean up Your Profile from Jana Osofsky. Want to work with me? View coaching options you might love. Love this show? I would really appreciate your review in iTunes, Audible, or Spotify! Credits: Sound production by hearnoevilmedia.com  

“Darling, you had the power all along”. - Holly G In this episode I am joined by the leading lady at Holly G Studios, Holly Gillen. She helps entrepreneurs create business cinema that provides value to her clients' customers and drives sales. With the increase in popularity of video platforms such as Instagram and TikTok, it is hard to avoid getting in front of the camera as part of your marketing approach. But does that mean we all have to start learning viral TikTok dances? Thankfully no! What I love about Holly's approach is that she focuses on using video content to create true value for viewers and not worrying about keeping up with the latest trends just for the sake of ‘the algorithm'.  As someone who started her career behind the camera, she is no stranger to the discomfort of being on the other side of the lens. Good thing she tamed her butterflies and is filled with tips and techniques on how to embrace the nerves and let the true you shine. If you enjoy the Be Brilliant In Your Business Podcast, please subscribe and review us on iTunes, Spotify or Audible!  Your words mean so much. Links  Get energized and organized with free resources inside The Maverick HQ vault. Follow me @linsibrownson on Instagram for more business and mindset tips. Connect with Be Brilliant Podcast @bebrilliantpodcast on Instagram. Follow @hollygstudios on Instagram. Visit Holly G Studios website Try 30 Day Done Want to work with me? View coaching options you might love. (Get the transcript) for this episode. Love this show? I would really appreciate your review in iTunes, Audible, or Spotify! Credits: Sound production by hearnoevilmedia.com  

Today I am joined by Melissa Kiguwa, CEO and founder of Obanj Jewelry. Obanj is a luxury sustainable startup where members can borrow high-end designer jewelry like Chanel, YSL, Dior, Hermes, and more for a small monthly fee (current packages start at $29 a month). They are on a mission to democratize luxury and help people look and feel like a million bucks without having to spend it. Rental fashion like Obanj makes it fun to play because the risk is low and you may just discover something new about your style in the process. PLUS, exposing yourself to luxury items expands your thinking by giving you a real-life visual of your rich self. This is a power move in my book. In this episode, Melissa and I talk about sustainable consumption, the trials of starting a product-based business during a pandemic, how to identify gaps in the market as an entrepreneur, and a clever win-win way to gain investors or become an investor no matter what your current financial situation is. If you enjoy the Be Brilliant In Your Business Podcast, please subscribe and review us on iTunes, Spotify or Audible!  Your words mean so much. Links  Get energized and organized with free resources inside The Maverick HQ vault. Follow me @linsibrownson on Instagram for more business and mindset tips. Connect with Be Brilliant Podcast @bebrilliantpodcast on Instagram. Follow (@obanj.jewelry) on Instagram. Visit Obanj.com website Want to work with me? View coaching options you might love. (Get the transcript) for this episode. Love this show? I would really appreciate your review in iTunes, Audible, or Spotify! Credits: Sound production by hearnoevilmedia.com

Is it just me, or have you too been noticing that ‘entrepreneur overwhelm' is a trendy topic right now? I'm glad we're talking openly about overwhelm. It needs to be talked about because being overwhelmed doesn't just ‘feel bad,' it also creates some big problems for your business. This week I'm sharing three specific problems that are caused by overwhelm, and solutions for each one. Links  Stop putting your best ideas on the backburner! Get the ultimate guide to getting things done with 30 Day Done. Follow me @linsibrownson on Instagram for business and mindset tips. Connect with Be Brilliant Podcast @bebrilliantpodcast on Instagram. Want to work with me? View coaching options you might love. (Get the transcript) for this episode. Support the show with a review in iTunes, Audible, or Spotify! Credits: Sound production by hearnoevilmedia.com

Do you have a sense of humor about your IBD? Jenna Ziegler of The Comical Colon found that keeping her sense of humor has helped her through the challenges she faced after being diagnosed with ulcerative colitis in college. After fighting her way back to health after severe flare-ups and carving out the life she wanted for herself, Jenna received another stunning diagnosis: a rare liver condition called primary sclerosing cholangitis, or PSC. Over the years she has done the hard work to learn how to be an empowered patient and she shares her 5 tips on how you can learn to advocate for yourself. Concepts discussed in this episode: Pancolitis Helicobacter pylori IBD and Liver Disease IBD and Primary Sclerosing Cholangitis (PSC) Learn about Gali Health and download the app (affiliate link). Find Jenna Ziegler at TheComicalColon.com, Facebook, Twitter, Instagram, and LinkedIn. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

What has been your experience with ostomy surgery? If you know someone who lives with an ileostomy or a colostomy, you'll likely get your impression about having a stoma from them. But what if that person struggles to accept their stoma? When Amber Wallace Ogle of The Ostomy Diaries was faced with ileostomy surgery to treat her Crohn's disease, she was reminded of the negative experiences of her family members who lived with an ostomy. However, it didn't take long after her surgery before she was embracing life again and working to show others that life with an ostomy can be fulfilling and beautiful. Amber tells her Crohn's disease story, gives 5 tips for advocating online, and shares a message she received from a family that has been touched by her advocacy. Concepts discussed in this episode: Clostridium difficile Colectomy Proctectomy Find Amber Wallace Ogle at OstomyDiaries,com, YouTube, Facebook, Twitter, and Instagram. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

How does being diagnosed with a chronic illness affect your path in life? For Mariah Leach, a rheumatoid arthritis diagnosis came out of the blue and put her at a crossroads. She decided to take the road towards patient advocacy. What started as a way to process her feelings and keep family and friends updated about her condition through her writing has evolved into a calling. Today, she has become a tireless advocate for people living with rheumatoid arthritis and as a resource for parents with chronic illness. It’s Mariah’s goal to ensure no one feels alone in their parenting journey. To that end, she has developed Mamas Facing Forward to support parents and foster the connections she was missing in her first years as a mom. Looking for ideas to keep kids occupied this summer? Learn about the Mamas Facing Forward Stay Home Summer Camp! Find Mariah Leach at From This Point. Forward., Facebook, Twitter, and Instagram. Find Mamas Facing Forward on Facebook, Twitter, and Instagram. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

How would you answer these questions about your inflammatory bowel disease (IBD)? What is the best part of having IBD? What is the hardest part of your day? What is your least favorite treatment? If you could choose one dance for your doctor, what would it be and why? What is one thing you wish people knew about your condition? Amber answers these questions, posed by Shawntel Bethea of Crohn's & Stuff, for fun and also to get the conversation started about how Crohn’s disease and ulcerative colitis affect our lives. Find Shawntel Bethea of Crohn’s & Stuff on YouTube, Facebook, Twitter, and Instagram. Answer the 5 questions, tag her on social media, and use #IBDTag. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

Telehealth has become part of our new normal as we practice physical distancing during the COVID-19 pandemic. Several of the barriers that prevented us from being able to see our doctors for an appointment via a telephone call or a video call have now been managed. However, it’s still a new way to receive healthcare, and both patients and clinicians are adjusting. Learn from Neilanjan Nandi, MD, gastroenterologist and Associate Professor of Clinical Medicine at Penn Presbyterian Medical Center and the University of Pennsylvania about what patients can do to be ready for their telehealth appointments and what it’s like from the doctor’s side of the video conference call. Concepts discussed on this episode: What Is Dyspnea? An Overview of Anal or Rectal Abscess Anemia and Its Relationship With IBD How to Use Telehealth Services During the COVID-19 Outbreak and Beyond For more information on telehealth appointments, see Tips for Telehealth and Managing Your IBD Care During the COVID-19 Pandemic from Tina Aswani Omprakash of Own Your Crohn's. Find Neilanjan Nandi, MD on Facebook, Instagram, and Twitter. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

People living with IBD who have suppressed immune systems because of medication are understandably concerned about their risks surrounding the novel coronavirus and COVID-19. Jamie Horrigan, a medical student and founder of "Sweetened By Nature,” lives with Crohn’s disease and gastroparesis and was diagnosed with COVID-19. She describes her experiences with symptoms, diagnosis, isolation, and recovery. She also gives some insight on why a common complication of coronaviruses, called a cytokine storm, may be an important factor of COVID-19 for people with IBD. Concepts discussed on this episode: Coronavirus (COVID-19) testing: What you should know (UC Davis Health) Mount Sinai COVID-19 Plasma Donation National COVID-19 Convalescent Plasma Project IOIBD Update on COVID19 for Patients with Crohn’s Disease and Ulcerative Colitis The Coronavirus Patients Betrayed by Their Own Immune Systems (Cytokine Storm) Coronavirus and IBD Reporting Database IBD-AID Diet (Anti-Inflammatory Diet for IBD) The Specific Carbohydrate Diet for IBD For more stories of people in the IBD community recovering from COVID-19, please see “COVID-19 Survivors: Stories of Hope in the IBD World” from Tina Aswani Omprakash of Own Your Crohn’s. Find Jamie Horrigan on Facebook, Instagram, Twitter, Pinterest, and on her web site Sweetened by Nature. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "About IBD With Amber Tresca" ©Cooney Studio.

We’re living through an usual time and people living with Crohn’s disease or ulcerative colitis have many questions about how the pandemic may affect them. IBD experts agree that it’s important to continue receiving medications during this time to avoid a flare-up. That might mean traveling to an infusion center, hospital, or doctor’s office for treatment. Julie Kennedy of The Semicolon Girl recounts her experience in receiving her infusion of her Crohn’s disease medication in the era of COVID-19, including how the procedure was different, and gives her tips on how to make the process go as smoothly as possible. People with IBD are not at a greater risk of being infected with the novel coronavirus Having IBD does not mean a person is immunosuppressed People who have had a colectomy and who live with an ostomy or a j-pouch are also not considered immunosuppressed Experts are advising that people with IBD should stay on their medications Find Julie Kennedy on Facebook, Instagram, Twitter, and on her web site, The Sick Adventures of a Semi Colon Girl. Read her blog post about her infusion, Adventures in Pandemics. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

This is the second episode of my series talking to people who live with a permanent ostomy and exploring why they share their stories publicly and what it means to the ostomy community. I connected with Austin Powers on Twitter where he goes by Ostomy Guy. He has a podcast of the same name where he interviews people who live with an ostomy or who have other serious medical conditions. His path to becoming public about his ostomy started unexpectedly when he sat down to write about his disease journey. What started as a vague idea about writing a blog turned into a book, The Ostomy Guy Story: Memoirs of a Bagman, which is available on Amazon. Listen all the way to end to hear one of the many letters Austin receives from his readers, who are inspired by his story. Find the Ostomy Guy on Facebook, Instagram, Twitter, and on his site, theostomyguy.com. You can also buy his book, The Ostomy Guy Story: Memoirs of a Bagman, on Amazon. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

Ostomy surgery is a life-saving procedure that can improve quality of life, but that doesn’t mean it is always easy to accept. Stephanie Hughes founded The Stolen Colon after having surgery to place an ileostomy to treat her Crohn’s disease. She’s an ostomate, but she’s also a writer, a woman, a wife, a mother, and a resource for people in the IBD and the ostomy community. She shares her journey through Crohn’s disease and acceptance of her ostomy with me, including what her kids think of her stoma, how she manages issues around privacy, and what happened when a person who didn’t know she had an ileostomy told her that ostomies were smelly. Listen all the way to the end to hear how Stephanie's advocacy in the ostomy community touched one family and gave them hope. Information for topics discussed in this episode includes protectomy surgery, colectomy surgery, ileostomy surgery, changing an ostomy appliance, Enterostomal Therapy (ET) nurses, ostomy tips, and what’s normal with a stoma. Find Stephanie Hughes on Facebook, Instagram, YouTube, Twitter, and on her blog, The Stolen Colon. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

Finding meaning in an illness journey can be a catalyst for purpose and hope. Dr Selvi Vasudevan endured severe Crohn’s disease that resulted in several surgeries and a relentless series of complications. She was on her chosen path when the disease stole her aspirations and left her without direction. A recommitment to herself and her own healing journey helped her find her purpose again as a healer and prompted her to found Cooking With Crohn’s in order to share what she’s learned with the IBD community. Information discussed in this episode includes erythrocyte sedimentation rate (sed rate), normal white blood cell (WBC) count, bowel perforation, wound closing by secondary intention, and ileostomy surgery. Find Dr Selvi on Facebook, Instagram, Twitter, and on her web site, DrSelvi.com. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

A city in ruins. A dynasty in tatters. An empire in ashes... This episode, we look at the remarkable story of the first empire of ancient China, the Han dynasty. With ancient Chinese poetry, songs and folk music, we look back at the first empire's rise, its remarkable technological advances, and its first, tentative attempts to make contact with the empires of the west. Finally, we look at all the reasons behind the first age of Imperial China's final, dramatic fall. Credits: Sound engineering by Thomas Ntinas Voice Actors: Claire Hynes Jake Barrett-Mills Shem Jacobs Alex Peattie Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (creativecommons.org/licenses/by/4.0/) Source: incompetech.com/

The first episode of the Hammer and Jordan show. Story: Follows the day in the life of two cops: Marcus Hammer & Russell Jordan who patrol the mean streets of Soak South. Marc the 'hammer' is a detective with an axe to grind while Jordan is new to this line of work. Both cops on the beat, in a town where respect is best left at the door and its citizens share more in common with a zoo during tourist season. "Solving crime, one bullet at a time." Credits: - Sound effects obtained from: soundbible.com/ - Additional sound effects from www.zapsplat.com - Music obtained from from www.zapsplat.com

People who live with Crohn’s disease or ulcerative colitis have more to consider when it comes to the workplace. The cost of inflammatory bowel disease (IBD) means that a comprehensive insurance plan is a must, which may limit job choices. A flare-up or complication that results in absences can lead to poor performance reviews or difficulties with supervisors or co-workers. How can people with IBD cope? Three women who live with IBD, Megan Starshak, Mary Elizabeth Ulliman, and Tina Aswani Omprakash, tell their stories about missing work, being underinsured, and changing jobs while managing IBD. Information discussed in this episode includes Clostridium difficile (C diff), pouchitis, Crohn’s and Colitis Foundation Help Center, IBD and the Americans With Disabilities Act, The Family and Medical Leave Act, and Financial Help for People with IBD. Select pharmaceutical company assistance programs: Cimzia (certolizumab Entyvio (vedolizumab Humira (adalimumab Inflectra (infliximab biosimilar Remicade (infliximab) Renflexis (Infliximab biosimilar Simponi (goliumumab Stelara (ustekinumab Tysabri (natalizumab Xeljanz (tofacitinib Find Megan Starshak on MeganStarshak.com, Twitter, and Instagram. Find Tina Aswani Omprakash on Own Your Crohn’s, Facebook, Twitter, and Instagram. Find Mary Elizabeth Ulliman on Instagram. Find The Great Bowel Movement on Facebook, Twitter, and Instagram. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

How does having Crohn’s disease or ulcerative colitis have an impact on your career? The symptoms of IBD, as well as the cost, can affect the ability to work in the same way as healthy people. Three women who live with IBD, Megan Starshak, Mary Elizabeth Ulliman, and Tina Aswani Omprakash, tell their stories about coping with college, first jobs, and career derailment as a result of their disease. Information discussed in this episode includes Clostridium difficile (C diff) Infection, Short-Term Disability Insurance, Colectomy Surgery, J-pouch Surgery, and  IBD and the Americans With Disabilities Act. Find Megan Starshak on MeganStarshak.com, Twitter, and Instagram. Find Tina Aswani Omprakash on Own Your Crohn’s, Facebook, Twitter, and Instagram. Find Mary Elizabeth (Emmy) Ulliman on Instagram. Find The Great Bowel Movement on Facebook, Twitter, and Instagram. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

In December 2019 I went to Advances in IBD, which is a medical meeting that's focused entirely on Crohn's disease and ulcerative colitis. The understanding that IBD is more than a "bathroom disease" has finally hit home, and attendees (which include healthcare professionals such as nurses, dietitians, gastroenterologists, GI psychologists, and colorectal surgeons) were educated on a variety of topics. In this episode I provide some of the highlights of the meeting including sessions on diet, medication risks, and pregnancy. Articles and information discussed in this episode include a discussion of absolute risk, "Don't Forget that 5-ASAs Also Have Side Effects: Recognizing Complications", "Diet, the Microbiome, and IBD: 'Doctor, what should I eat for my IBD?'," "Inflammatory Bowel Disease in Pregnancy Clinical Care Pathway: A Report From the American Gastroenterological Association IBD Parenthood Project Working Group," and "Episode 48: Summer of Activism - Getting Kids Involved in Activism." Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

Trailer for the podcast series: Hammer and Jordan Show - Episode 1. Story: Follows the day in the life of two cops: Marcus Hammer & Russell Jordan who patrol the mean streets of Soak South. Marc the 'hammer' is a detective with an axe to grind while Jordan is new to this line of work. Both cops on the beat, in a town where respect is best left at the door and its citizens share more in common with a zoo during tourist season. "Solving crime, one bullet at a time." Credits: - Sound effects obtained from: http://soundbible.com/ - Additional sound effects from https://www.zapsplat.com - Music is: 'After Shock' by Audio_Hero from https://www.zapsplat.com

Aged 32, science writer Frank Swain is losing his hearing. Audiologists are concerned there may be a rising tide of 'hidden hearing loss' among young people. As electronic prices have fallen, sound systems have become cheaper and more powerful. At the same time, live music events and personal music players are more popular than ever, resulting in an increase in noise-related hearing damage. In this programme, Frank asks what the future holds for people like him, part of a tech-savvy generation who want to hack their hearing aids to tune in to invisible data in the world around them. Could these designers and hackers create the next supersense? Producer: Michelle Martin First broadcast on Monday 6 January, 2014. Credits: Sound files of tinnitus kindly provided by Action on Hearing Loss. Free Helpline: 0808 808 0123 Sonified data produced by Semiconductor, with audio courtesy of CARISMA, operated by the University of Alberta, funded by the Canadian Space Agency. Special thanks to Andy Kale. Colour music created by cyborg artist Neil Harbisson.

Beneath the busy streets of Mexico City, a buried god lies waiting to be discovered... This episode, we look back at the age of the Aztecs. Learn how this society grew from nothing to create one of the world's largest cities in the middle of a lake. Discover Aztec riddles, poetry and songs, as well as the bloody ritual of the flower wars. And hear the remarkable story of how this thriving empire collapsed all at once, in a matter of days. Credits: Sound engineering by Thomas Ntinas Voice Actors: Jake Barrett-Mills Rhy Brignell Shem Jacobs Annie Kelly Lou Millington Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (creativecommons.org/licenses/by/4.0/) Source: incompetech.com/music/royalty-fre…isrc=USUAN1100209 Artist: incompetech.com/

This episode is sponsored by AbbVie. How do you think about your connection with your gastroenterologist? The patient/physician relationship is important in managing inflammatory bowel disease. I talk with Dr. Aline Charabaty, Associate Professor of Medicine, Director of the IBD Center at Johns Hopkins Sibley Memorial Hospital, and winner of the 2019 Healio Gastroenterology Social Media Influencer Award, about how patients and doctors can better understand one another and better communicate about managing your disease. Find out how doctors can help patients in addition to finding the appropriate treatment for them, including what kinds of questions both groups should be asking, and how we can all move beyond “how many bowel movements” to discuss other issues important in Crohn’s disease and ulcerative colitis. Want to get ahead of preparations for your next appointment? Try out the Doctor Discussion Guide at crohnsandcolitis.com/podcast Find Aline Charabaty, MD on Facebook, Twitter, Instagram, and at Monday Night IBD. Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram. Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

Crohn’s disease and ulcerative colitis are diseases of young people. Women are often diagnosed during their childbearing years, which means that inflammatory bowel disease (IBD) enters into the equation when considering becoming pregnant. I talk with Beth Kiernan, a Teratogen Information Specialist at MotherToBaby about how women can learn more about how to manage IBD medications before conception, during pregnancy, and while breastfeeding. Get in touch with the experts at Mother to Baby via email, phone (866-626-6847), or text (855-999-3525). Follow them on Facebook, Twitter, Pinterest, LinkedIn, YouTube, and Instagram.   Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram.   Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.

Being diagnosed with ulcerative colitis as a child and undergoing j-pouch surgery in high school hasn’t slowed Sneha Dave down at all. In fact, it spurred her to found two groups that are focused on bringing young people into the patient advocacy space: the Crohn's and Colitis Young Adults Network (CCYA) and the Health Advocacy Summit (HAS). Learn how Sneha grew the CCYA from its humble start as a newsletter, the opportunities that CCYA and HAS offer to young patients, and Sneha's secret to managing a work/life balance. Find the Health Advocacy Summit at Facebook, Twitter, Instagram, and LinkedIn.   Find the Crohn's and Colitis Young Adults Network at Facebook, Twitter, Instagram, LinkedIn, and YouTube.   Find Amber J Tresca at AboutIBD.com, Verywell, Facebook, Twitter, Pinterest, and Instagram.   Credits: Sound engineering courtesy Mac Cooney. "IBD Dance Party" ©Cooney Studio.  

In the dusts of Iraq, the ruins of the world's first civilization lie buried. This episode, we travel into the extremely distant past to look at the Sumerians. These ancient people invented writing and mathematics, and built some of the largest cities that the world had ever seen. Find out about the mystery of their origins, and learn how they rose from humble beginnings to form the foundation of all our modern societies. With myths, proverbs and even some recreated Sumerian music, travel back to where it all began, and find out how humanity's first civilization fell. Credits: Sound engineering by Thomas Ntinas Voice Actors: Jake Barrett-Mills Rhy Brignell Shem Jacobs Nick Bradley Emily Johnson Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (creativecommons.org/licenses/by/4.0/) Source: incompetech.com/music/royalty-fre…isrc=USUAN1100209 Artist: incompetech.com/ Sumerian Music kindly provided by Gayle and Philip Neuman, of Ensemble De Organographia. Their CD, "Music of the Ancient Sumerians, Egyptians and Greeks," is available from northpacificmusic.com.

Today, the Songhai Empire is all but forgotten by history. But this medieval kingdom was once the most powerful force in Africa. Find out how this civilization grew up on the fringes of the Sahara Desert, among some of the most extreme conditions that nature can throw at us. Discover how it grew and flourished, passing through a process known as the imperial cycle, and learn about what ultimately caused its sudden and dramatic collapse. Credits: Sound engineering by Thomas Ntinas Voice Actors: Jake Barrett-Mills Rhy Brignell Bryan Tshiobi Pip Willett Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (creativecommons.org/licenses/by/4.0/) Source: incompetech.com/music/royalty-fre…isrc=USUAN1100209 Artist: incompetech.com/

On one of the world’s most isolated islands, hundreds of vast stone statues lie mouldering in the grass. In this episode, we take a look at one of archaeology’s most enduring puzzles: the mystery of Easter Island. Find out how this unique community grew up in complete isolation, severed from the rest of the world by a vast expanse of ocean. Discover the incredible story of how it survived for so many centuries, and examine the evidence about what happened to finally bring this society, and its statues, crashing down. Credits: Sound engineering by Thomas Ntinas Voice Actors: Jake Barrett-Mills Jacob Rollinson Annie Kelly Shem Jacobs Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (creativecommons.org/licenses/by/4.0/) Source: incompetech.com/music/royalty-fre…isrc=USUAN1100209 Artist: incompetech.com/

Deep in the Cambodian Jungle, a ruined city crumbles among the roots of banyan trees. In this episode, we look at the history of the Khmer Empire of medieval Cambodia, and the ancient mega-city of Angkor. I want to explore how this great civilization rose to a size and wealth virtually unprecedented in the world, how it overcame the challenges of its climate and landscape, and all the factors that led to its final, dramatic collapse. Credits: Sound engineering by Thomas Ntinas Voice Actors: Rhy Brignell Lou Millington Sebastian Garbacz Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (creativecommons.org/licenses/by/4.0/) Source: incompetech.com/music/royalty-fre…isrc=USUAN1100209 Artist: incompetech.com/

One of the most unlikely tales of a society’s fall in is the incredible saga of the Vikings of Greenland. Find out the history of how these European settlers built a society on the farthest edge of their world, and survived for centuries among some of the harshest conditions ever faced by man. Discover how this civilization was able to overcome the odds for so long, and examine the evidence about what happened to cause its final and mysterious collapse. Including Viking poetry, Inuit folktales and thousands upon thousands of walrus. Credits: Sound engineering by Thomas Ntinas Voice Actors: Jacob Rollinson Jake Barrett-Mills Sebastian Garbacz Special thanks to Jordan Ashley Moore (Ancient Literature Dude) for his readings of Old Norse poetry. Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (creativecommons.org/licenses/by/4.0/) Source: incompetech.com/music/royalty-fre…isrc=USUAN1100209 Artist: incompetech.com/

  Episode Overview In this episode, Chris Orlob, Senior Director of Product Marketing Gong.io and I talk about what's working and not working and CEO level sales conversations. Chris shares some surprising insights about how things change based on how high up in the organization you are having selling conversations – and how things should change to be more in-tune with senior business decision makers.   The Study Says … for Executives … No More than 4 Questions! In the summer of 2017, Gong.io created a discovery call benchmark report. They analyzed a bunch of discovery calls to figure out what was working. They found that 11 to 14 questions was the “sweet spot” for a discovery call. Then in 2018, they released a new study that was pretty contradictory to original benchmark report. It showed that there was a very sharp decline in the likelihood to win a deal if you ask more than 4 questions. The difference between these two research studies was the first one, the one with the suggestion of 11 to 14 questions, didn't differentiate who the buyer was or what level they were in the organization. And the data for the second study was exclusively C suite executives. Bottomline, there was a sharp decrease in success rates after asking just a few questions at this senior executive level.     What's Different About Asking Executives Questions? Sellers often go into discovery meetings asking information-gathering questions that enable the seller. If you're going to ask questions to a senior buyer, they should be questions that benefit the buyer, not you. These are questions that maybe make them think differently about an opportunity that's sitting under their nose, or it's reframing a problem that they've been dealing with. Instead of going through this, like generic line of discovery call questions where you're trying to qualify them, they don't really have patience for that. They don't like taking sales calls anyway, and when they do, they're doing it on a whim and a hope that the seller is going to provide value during that customer conversation. Most of the time, the seller does not. There are a few interpretations of this data. The takeaway is to not ask four questions and that's going to solve all your problems. The first suggestion to get across is the questions you ask have to change - they have to be thought provoking. They can't be self serving. And then the second part is the bulk of your meeting with a senior executive has to be built around delivering insights to them, not just asking a bunch of questions.   Provoking Senior Executives Back in 2009, when we were in a downturn, Philip Lay, Todd Hewlin, and Geoffrey Moore wrote an HBR article entitled, “In a Downturn, Provoke Your Customers.” This was seminal work that probably started the wave thinking around what we call “insight selling” today. I was working with Infosys on their cloud strategy go to market strategy and messaging, and their cloud leader, Vishnu, would mention to executives, “I've looked at IDC, Forrester, Gartner and others, and pretty much everybody is talking about the cloud and workloads in the cloud. And there's a prediction that in three years, about 70% of enterprise workloads will be cloud-based. So, Mr. or Mrs. CIO, where do you think you're going to be in three years? Do you think you will be on benchmark, below benchmark or even ahead of the pack?” And then he would watch a look of consternation form on their face. Then they would discuss their cloud strategy and how Infosys could be helpful. The best practice in asking provocative questions is to tee the question up with an interesting industry insight or fact or stat, and then move into the question. Then you are leading with insight. You're asking an open-ended questions. You will know you were successful when the executives cancel their meetings for the rest of the day so that they can think about this and maybe go for a walk around the block.   Elevating Sales Messaging – from Tactical to Strategic It comes down to messaging in an educational way. It's elevating your message to be more strategic rather than tactical. A lot of sales messaging is very tactical. Either it's product-driven, or it's just talking about maybe a valid problem or opportunity - but not something a C level executive would deem as strategic. For example, Gong.io used to talk about sales coaching quite a bit and still do in some contexts. But when you tell a story about sales coaching, without doing the right things to make it sound more strategic, you get punted down lower in the organization - you get punted down and delegated to the person you sound like. And for us, that's typically like mid-level sales enablement person. If we tell that story and don't get me wrong, we love selling to sales enablement and helping them buy from us. But we would rather stick with the C suite executive.   Ways to Make Your Sales Messaging more Strategic There are two ways that come to mind that you can make your messaging more strategic. The first way is tying your solution to a more strategic problem that the executive care about. That's the obvious one. It's very straightforward. For example, at Gong.io we talk about a major industry shift - product differentiation is dead. The way to beat your competitors has more to do with your sales conversations now and now that's tying it to a more strategic issue. If you can find an obvious bigger, more strategic problem to tie your value proposition to, that's your first obvious way to elevate the strategic importance of your messaging. But not everybody has that luxury. The second way to make your sales messaging more strategic is to take whatever your messaging against today that is labeled as a tactical problem and wrap it in a larger story. So for Gong.io that would be coaching and tell a story that elevates the strategic importance of that problem. This is called agenda setting. Here's the example storyline we've used for setting the agenda. We have found that there is a shift in the industry. The sales environment today is completely different than it was 10 years ago. 10 years ago, you could hire a sales guy or a sales gal. And their expectations were to just show up and sell and make money. But we have this shift in the last 10 years called the millennial workforce. And these types of sales reps have much bigger expectations from their employers. They don't just want to show up and sell. They want to be the best sales guy or gal, they expect their employer to invest in their training and their development and to help them along the way. And if you don't do something to do that, all they have to do is respond to the latest LinkedIn InMail they've received from a recruiter that week and they will go elsewhere. And then we introduce the concept of coaching and how it fits into that. And now coaching is not framed in this tactical sense of, we can increase your win rates by one or 2%. It's framed in the sense of, hey, you're dealing with millennials. Now you're going to have to provide good coaching, just to build your organization, prevent attrition, and maintain like a world class company.   Resources and Links for this Episode Connect with Chris Orlob on LinkedIn Learn about Conversational Intelligence at Chris' company io HBR article “In a Downturn, Provoke Your Customers.” For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit. Credits Sound editing and show notes produced by – ChirpSound

Episode Overview In this episode, Tom Williams, co-founder, and CEO of DealPoint and I talk about taking a buyer-centric approach in influencing the buying process.     Energy Being Wasted Energy is wasted not just on the seller side of the sales process but also on the buyer side. When you look at the US and global economy, the amount of time that's wasted on bad deals is just criminal. As for selling organizations, if we can improve how we sell and how we interact with our counterparts in the buying side of the equation, the entire world economy could become more efficient just by doing sales better. Ultimately a good salesperson is a trusted advisor to the customer. And the more we can bring buyers and sellers closer together, the better off everybody is because salespeople tend to be very knowledgeable. They know how to make the buyers life easier or better. If we can help sellers express that relationship a little bit better, then everybody is better off.   What does being Seller-Centric Look Like in the Sales Process? In a typical sales process, the seller starts with prospecting, qualifies a buyer, and then as fast as they can they move to a demo. Then there's going to be some negotiation, and then they go for the close. The problem lies in this is all focused on the seller's needs. And you'll notice that in all of those steps just described; there was no talking about education or talking about the buyer's actual problem. Sellers can very quickly get distracted from how they can help their buyer with too much thinking and focus on what do they need to sell. When the focus isn't on the buyer and their needs, there's a likelihood of several months going by and ending in a bad or no deal. This is a scenario of a seller showing up and throwing up, and racing to the demo to show how cool the stuff is. The buyer hasn't had a chance to express what's in it for them. A lot of times the buyer doesn't complain. A lot of people talk about deals ending in “no decision.” This is the case where a buyer makes a decision, and and the decision is they don't want to talk to you. You can't blame the customer. They're busy. You didn't give them enough value or didn't offer them something that made it worth their time to engage with you. You'll be forewarned of this eventuality when you are presenting your sides, and the smartphone comes out.   How can a Seller be Buyer-Centric in the Buying Process? In a good buyer-centric process, there are three components. You want to have a strong understanding of who the buyer is. There's your champion, but there are also going to be multiple decision makers in a typical enterprise deal. You have to be aware not only of what those parties names are but also what their interests and priorities are. You need to be able to present your solution to their problem in their flavor. You are presenting yourself as if you are an advisor to their organization, and you are being brought in and being paid by the organization to help them fix this problem. The CFO is going to have a different set of concerns than the IT manager, so you need to make sure that you understand what those concerns are. To get a meeting with key decision makers and stakeholders in the buying process, you can suggest to your champion the sorts of questions each one of them is likely to ask, and how it would be smart to get a meeting with them to answer those and any other concerns they might have. You can stress you will be able to speak to their concerns as you have great experience in answering those concerns for other buyers in other companies.   When the Real Selling Begins Once you get everyone in the buying party aligned and saying “yes,” many sellers think to themselves “mission accomplished.” Sadly, that's often not the case. There's now a massive aspect of the buying process that still needs to transpire, and this often is when the real selling begins. The hard part is that the champion may not know exactly how the buying process works inside their organization. This is where it's critical to have a mutual action plan in place. For example, perhaps your solution has something to do with their production line. And they need their production line working by a critical date. Once that's established, you can work back in terms of the key buying steps in the buying process that will need to transpire to hit that critical milestone. For example, you can start to schedule a financial review, and deeper technical review, and a legal review as from experience you know clients generally do these things before the contract is signed. You can then work with the champion to figure out the names of people who will be part of those reviews and how to get on their schedule for review and signoff.   Introduce a Mutual Action Plan Note you are a lot more likely to have the deal go forward because there's a clear plan of action. The buyer also feels good feeling that they're in safe hands because you've done this before and you're helping them guide this goal through their organization. Second, you have much higher accuracy of forecast because now you have these milestones that are set out, ideally with due dates. And if they slip, you know that you're not going to hit your close date so you can tell your manager you are not going to hit as forecast because you are missing these milestones which could be months in advance. You have much better notice. You can now use these milestones as a reason to call and lean on the customer because you can say we committed that to go live at a certain date they said they needed to hit, they are putting themselves at risk by slipping on the internal buying process. Note that you are positioning yourself as on their side and you are trying to help them attain what's important to them. This gets powerful when you can show them a hard dollar number for the cost of potential delay. A mutual action plan can be as simple as a Google Doc that you share back and forth with that customer so that you have these agreed milestones or have a mutual action plan.   Making Your Champion Look Awesome You want to make your champion look awesome. One idea is to have a generic presentation that your Champion can turn around and use for their internal selling – in their brand. They can start presenting it, and they look like a smart person. It's also important to provide them with an executive summary that their boss's boss's boss can digest very quickly. It's very tempting to share a 30 page PowerPoint that has every single part of your value prop in beautiful full-color graphics. But senior decision makers don't have time or tolerance for that. They want a succinct summary, and then they can dig into detail if they want to.   Think about the Buying Experience It's always important to make sure that you are giving a great buying experience. Look at the sales process from your buyer's eyes. What are they receiving? Is it just a whole bunch of emails? Is it a bunch of Google Docs that you're sharing? Make sure that you make it easy for them - not only to understand your value proposition, but also for them to share it internally. Just be cognizant of the fact that the prospect is not as good at this as you are, and give them the tools so that they can be successful inside their organization.   Summary Takeaways Tom certainly knows this stuff and is dedicating his life energy to improving the interconnect between buyers and sellers and high consideration deals. Making the buying process more efficient and effective facilitates beneficial change. That's a wonderful ambition. This happens by making the overall buying process more buyer-friendly and helping your champion buy. You need to have a role or persona-based value proposition to each key party in the buying process. Once they say “yes” is when the real selling begins. So many deals fall into “no deal” after then yes has been given. Here's where you need to help the buyer help themselves in removing friction from getting to yes and a signed contract. For complex sales, once the business side is satisfied, and they say yes you have to get through further technical, legal and financial hurdles. Tom's advice on how to be useful to your champion in these matters is extremely useful.   Resources and Links for this Episode Connect with Tom Williams on LinkedIn Visit Tom's company DealPoint.io Gain insights from Tom at his Blog Listen to Stu Heinecke's Podcast episode with Tom, How the Deal Room Converts the Sale   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

  Episode Overview This episode features Bernie Borges, Chief Marketing Officer at Vengreso. Vengreso's focus is on helping organizations with their digital sales transformation. Bernie has been on this focus for longer than most and comes to the table as a top-class marketer who continues to be very relevant for sales. He carried a bag in his personal sales career for ten years, and then switched over to the marketing side – so he's walked many miles in both shoes and is gifted in bringing both together to influence revenue growth. We will be talking about Content for Sales, and how to take advantage of and leverage content in your sales cycles. He will be answering the what, the when and the how of introducing content to your buyers to influence their engagement with you.   What is Going on in the World of Sales? We are living in an age where the buyers go through the buying journey anywhere from 50% to 80% on their own. They're conducting research online and talking to their peers. And we know there's data that shows that 94% of b2b buyers consume between five and eight pieces of content from the vendor that they ultimately select.   What is Content for Sales? If you are in sales, you don't want to be solely dependent on content that's coming just from your marketing department to influence the prospects you are talking to. You want to have some influence too. You want content that you can share with your buyers. Content for Sales is content that enables salespeople to influence in a positive, constructive and useful way – helping their buyers by sharing content with them - proactively. The goal is to share content that is useful, relevant and helpful to them. You are providing resources to them so that those buyers want to have a conversation with you.   What are Pitfalls with Content for Sales? The biggest trap sellers find themselves in is “random acts of content.” A lot of companies have a sales enablement function. This function exists so that the salespeople can focus on contacting and building relationships with prospects and can avoid the heavy lift of identifying the content that they need. The trap sellers find themselves falling into is working hard to find the content they need. And unfortunately, because it is hard work, it takes some effort and kudos to some salespeople who do it. A lot of other salespeople don't, and they really should be enabled by the marketing department with the right content.   Thinking about Your LinkedIn Profile 62% of decision makers review a sales persons LinkedIn profile and look for evidence that that salesperson can be helpful to them. You want to avoid having a profile that brags about how you make quota and go to President clubs, and how you're a great contract negotiator - because that's not what your buyer wants to read. You want to have the kind of a profile that communicates your credibility, authority, and expertise within your industry. You don't have to be a 30-year salesperson by any means. You just need to communicate that you understand and know the challenges in the industry and the pain points of your buyer, and how you help your buyer. You want to avoid the pitfall of being someone that the buyer visits online and goes “Nope” and moves on. You want to be a thumbs up person – the person they want to engage with. One thing that has not changed since the beginning of time is that sales is about relationships. It's just so easy for the buyer to be invisible and not respond, and it's harder than ever to make those connections to build a relationship.   Being Consistent and Having a Cadence For digital selling, you have to have a cadence. And a cadence means that you are doing things consistently and it's pre-determined. That doesn't mean every Tuesday at 9:30 am. It just means that daily, you've got a preset, predetermined set of activities that you're doing so that you are consistent. So that's another pitfall to avoid if you just say, yeah, I'm going to do this, and you think about it once a week, or every other week, and you just kind of, like parachute in and, and send someone a piece of content that again, is that random act of content. You're going to get limited results. You've got to have a cadence. If it sounds like this takes some work and some effort – it does. 94% of buyers are going to consume five to eight pieces of content from the vendor they ultimately select. Are you going to have the habit and cadence of engaging with your buyers with content that you know that they need to help them on their journey? We don't have a sales process anymore - the sales process is dead. It's the buyer's journey, and we have to engage the buyer on their journey and influence them by being a resource to them. We're not selling to them; we are helping them on their journey. Hopefully, at the end of their journey, they're doing business with you because you rose to the top in being helpful to them.   Content Relevant for Multiple Buyers Let's say you're a b2b sales professional, and you sell a major system. There are ten people on the buying committee. Let's say it's a $300,000 average contract value, and it's a six to twelve-month sales cycle. Your solution has multiple aspects of information about it. So along the way, you need to be feeding content to the different people on the buying committee that's relevant to their role. For example, there's going to be some roles at the executive level, and content for them is all around total cost of ownership, return on investment, the value to the customer experience, etc. Then there's going to be people in the buying committee whose jobs are on the line to implement your solution. They need to understand what's it take to implement. They want to know what's involved, who's involved and what are the resources that are needed? They want to know what are the risks, what's the upside and other details. The point is you need to understand the different personas that are involved in the buying journey, and what their interests are.   Types of Content for Sales Content types for sales are no different than all other content types - whether it's a case study, blog article, third-party research data, etc. As long as the content type matches and aligns with the persona and the journey, that's the most important thing to that individual - addressing the question that that potential buyer is probably trying to ask at that point in time.   The Role of Marketing in Content for Sales Sellers can influence their marketing people on how to take an action toward content for sales. Marketing needs to understand 94% of buyers are going to are going to consume the five pieces of content from the winning vendor that they select. Marketers need to ensure enough content exists to feed those prospective buyers and enable sales people to be influential in the delivery of that content. Sales should be thinking about collaborating with marketing. It's an age-old topic - marketing and sales collaboration. But we're now in the age of digital and account-based marketing. We have more potential for alignment because the lines have blurred between sales and marketing. The modern marketer who is truly aligned with the sales team and the head of sales says to the head of sales, “your number is my number, and I want to work with you on the path to that number.” The marketer then needs to support the sellers with great messaging and content they can use in their one-to-one conversations.   Summary Takeaways Here are a few summary takeaways for this episode: The modern B2B buyer is spending a good deal of time surfing and being influenced outside of direct selling conversations with the vendor. They also consume 5-8 pieces of content from the vendor they ultimately select. So, the net of it is the modern buyer is seeking content, and the onus is on you to make sure they get relevant content to influence their decision and ultimately buy from you! You can appreciate Bernie's advice and warning - to stay away from “random acts of content.” We also talked about cleaning up and sharpening your LinkedIn profile and recrafting your profile from a customer point of view. This means shifting the content focus – from all about you types of content to more about the industry and customer problems you help customers solve. Furthermore, you should showcase the resources and value you bring in helping customers solve for their challenges. Ultimately, we want potential buyers to want to have a relationship with us, and it's important to help them connect the dots on how we will be relevant to them.   Resources and Links for this Episode Connect with Bernie Borges on LinkedIn Learn about Digital Sales Transformation at Bernie's company Vengreso Download the Content for Sales Infographic Bernie mentioned Visit Bernie's Resource Center to learn more about Content for Sales Watch some videos on Vengreso's YouTube Channel Listen to the Selling with Social Sales Podcast   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

  Episode Overview This episode, “How to lead in the buyer journey with Next Steps,” featured Darrin Fleming, David Svigel, Principals at ROI-Selling and me – Bruce Scheer. The three of us have been helping sellers for years in having more concerted next step conversations that are useful in leading and supporting the buyer through the buying process. Specifically, we have partnered together to help clients with creating assessments and value-selling tools that are useful in helping buyers see and communicate the case for change and create urgency around change initiative.   When Things Go Wrong (with no concerted Next Steps) There's a typical scenario that we see all the time. A seller is talking to a buyer. They have a wonderful introductory meeting, and it seems like there's some excitement in the air, and then the seller says, “So, what do you think our next step should be?” And then the buyer typically says, “Well, send me some information. I'm going to host some internal meetings and kind of shop this idea around, and we'll get back to you.” And so, the seller agrees and spends a bunch of extra time gathering up and sending over information. And then, as one of our friends likes to say, the seller hears a thousand watts of silence! Nothing is happening on the buyer side. The seller chases a few times to ensure the information was received. No responses. Weeks go by. Finally, the seller gets lucky and catches the buyer by phone. And what do they hear? “Oh, sorry, man. Yeah, I have been really busy. We haven't looked at the stuff you sent and haven't had any meetings around it. Hmm. I'm kind of busy now. Can we talk another time?” And, then things just start to slide further South from there. This isn't unusual, and we believe not having concerted next steps to lead the buyer is a strong contributor to the stat we've been hearing - 58% of deals ending in ‘no deal.'   When Things Go Right (with concerted Next Steps) I had worked on in a joint initiative between Hewlett Packard and Microsoft, where they had eight solutions that they had identified between them. They wanted a go-to-market program with a concerted selling approach. One of the solution areas was business intelligence, and if a customer engaged with them on it – it would result in a multi-million-dollar deal. We built introductory conversation materials for reps to use in securing a meeting. In the initial discussion, the seller would offer a concerted next step called the Executive Briefing. If the client was willing to sponsor the Executive Briefing, including making sure the right people attended, the Executive Briefing would be confirmed. HP and Microsoft would bring in their “Top Gun” experts to talk to those executives about what business intelligence would mean for their organization. At the conclusion of the Executive Briefing, additional next steps would be laid out for consideration and agreement. It normally included an assessment and business case-building process, and a strategic workshop to shape the initiative, roadmap and action plan for success. What we found was over a 50% deal connect rate when we when we went down this concerted next-steps path. All the folks involved in shaping this program won a marketing program of the year award.   Best Practices in Leading the Buying Journey with Next Steps It is important to put the seller in a position of leading the buyer towards next steps as opposed to the buyer leading the seller - which very often goes poorly because buyers are busy with their day jobs! The seller needs to be helping their buyers create the plan for the future, putting themselves in an advisory role to help define for the buyer what looks better in the future and how to get there. One of Bruce's clients has a buyer journey map they show at every client touchpoint. They will highlight the journey and steps their customers typically take to embark on an initiative and leverage their software and services. They will get agreement around the series of steps, including an assessment and value analysis useful for helping their buyer create an internal case for change. After that's established, they will move to a strategic planning workshop where they can further shape an initiative and make sure executives are fully aligned and bought in.   This is a very different orientation from the norm. Most organizations align their sellers around a sales process that's self-serving. The better approach is more buyer-centric – thinking about what the buyer needs at each next stage of their buying journey, and how can you move the customer through that buying stage with concerted next steps.   Simple ‘Next Steps' Planning Framework As you move through the buyer journey a few times, you start to be aware of natural junctures of what that buyer journey looks like, including some buyer-centric milestones along the way. There may be a stage where they want executives to be educated on the case and value of change. And maybe there's another step around strategy - what's the strategy to embark on this change initiative? Maybe there's another step about the initiative itself - who's going to be involved in this initiative? What's the roadmap look like in this initiative and, and what's timing around this initiative? Ask yourself these questions: Outcomes - What are the outcomes that you're looking for at each one of these buying milestones? A few examples of outcomes would be key executives are educated on the opportunity and case for change, executives have agreed to a strategy and executives have agreed to provision resources for an initiative to be born. Activities - What are the activities that need to happen on the seller side and on the buyer side to make sure you're reaching the desired outcomes? Examples include assessments, value analyses, strategic workshops and initiative action planning meetings. Tools – What are the tools needed to support the key activities and desired outcomes at each stage, including Assessment Tools, ROI Calculators, Strategic Workshop Structure and Content, and marketing materials useful in selling each activity and tool as it's introduced into the buying process. In advance of a client meeting or call, it's a best practice to do some mini-planning about what you want to discuss with the client and what are your desired outcomes and next steps you will introduce in the meeting.   Getting Your Next Steps in Place To get your next steps in place, you ask your peers and folks in marketing – what tools do they have that you can leverage? You might be pleasantly surprised that something either exists or perhaps marketing commissioned having something developed that didn't see the light of day. Leverage what you can. Don't stop there though if concerted next step activities and tools don't exist. You might have to cook something up yourself to fill the gap, and get support overtime in having more professional and branded support and tools.   Resources and Links for this Episode Connect Darrin Fleming on LinkedIn Connect with David Svigel on LinkedIn View some ROI Selling Resources Surf the ROI-Selling Blog Join the Value Selling LinkedIn Group See some top-class ROI selling tools See a success story of a concerted next step for Brocade   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound  

Episode Overview For this episode, I'm speaking with Andy Paul. We had the opportunity to meet in person at the sales enablement conference in Denver, thanks to Nancy Nardin, Founder of Smart Selling Tools, who made the introduction.  Andy has several books out and has launched a new learning community for sellers and leaders called The Sales House. In this episode, Andy breaks down some essential learnings around his BALD framework.   Humans are Underrated We are in the era of AI, ML, and DL – and we are going to see a lot more automation in the economy. The people who can build relationships with other people and who can truly connect and collaborate with others - their value is going to increase. If you are not curious about what's going on, if you make yourself uninteresting, because you're not interested in other people and what's going on then, yeah, you're gonna be at a disadvantage. Those people who are learners and who want to stay on top of things and who are fascinated by automation – they are going to use it. It's not going to supplant us, and we are going to use it to be better humans! So, you just have to be curious about the other person. And that's going to lead you down a path. And if you need an app that says, hey, when you start this conversation, ask a question about them. That's fine. Use it if that's needed.   What is B.A.L.D.? The “B” stands for “be human.” The “A” stands for “ask great questions.” The “L” stands for “listen slowly.” And the “D” stands for “deliver value.” This model applies to any relationship in your life. I call it a “relationship operating system.” It doesn't matter whether it's in business or life.   Be Human If you want to connect with someone else, this is what you do. Be human. Don't just be present - be focused. Put your phone away; look somebody in the eye. Make sure they understand that you're there. You're in the moment.   Ask Questions Be curious. Ask great questions. By being interested in someone else's situation, you're making yourself interesting. And that's how the connection is formed. The science on this is pretty settled at this point. You do make people open up as people love to talk about what's important to them what they're passionate about. This includes small talk. Some might say busy executives don't have time for small talk. The science is incontrovertibly clear - small talk is key to making a connection with another person. “Where are you from?” is a great question. Just don't be scripted. Be authentic. You show up with scripted questions – you are likely to get scripted answers!   Listen Slowly Before you respond to questions. You have to listen as you think the person is - hear the words the person is really saying. This is where empathy starts coming in. This is where you've got to be in the moment. You need to slow yourself down. Just pause for a second. Listen, slowly pause and draw them out. Listen without judgment. One study highlights you have roughly 24 biases you have to filter out to accurately hear what the person is saying. These cognitive biases exist and impact how we hear people. There's a great book people can read called “Blindspot” (book link in show notes). The purpose of the book is to help us be conscious of these filters that we see and listen through impacting the way we receive people and project information.   Deliver Value Time is a limited and precious resource for people. They expect to receive a return on their investment of time. We all do. So, if a buyer gives us some of their time, and we give them nothing of value in return - we don't get more time. It's that simple. So, delivering value requires some forethought and some planning. This is the part about sales is hard for people to grasp. Selling is not purely instinctual. It's a deliberate act at every step of the way. We have to plan. In-person meetings, phone calls, emails, whatever - you have to deliver something of value in these interactions. You have to be aware before having  the interaction - what that value is that you're going to be delivering, and what they're going to do as a result of having received it. Value is a deliberate act. Instead of doing a “check-in call” for example, maybe send an email stating “Mr. prospect, I was thinking about you this morning, as I read this article about your business and how companies like yours are using technology similar to what we have been talking about. There are two key points in here I really think we should discuss. Are you available on Tuesday at 9am?”   Resources and Links for this Episode Connect Andy Paul on LinkedIn Visit Andy's new learning community, The Sales House Book Andy mentions, “Blindspot: Hidden Biases of Good People”   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

Chris Summers is Global Director of Food Safety and Compliance for Mission Produce—an avocado company. Companies need people like Chris in them making sure crazy shit doesn’t happen. Some companies use that person better than others. I’ve done some work with Mission and liked what I saw, so today we’re having Chris on to talk about what he does.iTunes: https://itunes.apple.com/us/podcast/farm-to-taber/id1418015843?mt=2Soundcloud: https://soundcloud.com/farm-to-taber-podcastRSS subscribe: http://feeds.soundcloud.com/users/soundcloud:users:432549147/sounds.rssPatreon: https://www.patreon.com/user?u=5610560Donate: https://paypal.me/farmtotaberTwitter: https://twitter.com/farmtotaberpod?lang=enFacebook: https://www.facebook.com/FarmToTaber/Books, people, websites, & more mentioned in this interview:Business research about how treat your people well makes your company work better:Zeynep Ton, The Good Jobs Strategy (https://www.zeynepton.com/book/)Taiichi Ohno, Toyota Production System: Beyond Large-Scale Production(https://www.amazon.com/Toyota-Production-System-Beyond-Large-Scale/dp/0915299143)Costco’s wacky HR strategies that actually put employees first : https://i-sight.com/resources/employee-relations-best-practices-costco/Credits:Sound design & edits: Nat WeinerTranscript: Tanja DraytonIntro music: Fight ‘Em Down, Flash Fluharty

In the tropical forests of Central America, vast stone pyramids slowly crumble beneath the trees. In this episode, we look at one of history's great romantic mysteries: the fall of the Classic Maya Civilization. Find out how this great civilization grew up among environmental conditions that no other civilization has ever contended with, learn about the fatal flaws that lay beneath its surface, and what happened after its final, cataclysmic collapse. Credits: Sound engineering by Thomas Ntinas Voice Actors: Bryan Thsiobi Jacob Rollinson Jake Barrett-Mills Helena Bacon Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (https://creativecommons.org/licenses/by/4.0/) Source: http://incompetech.com/music/royalty-free/index.html?isrc=USUAN1100209 Artist: http://incompetech.com/

Books, people, websites, & more mentioned in this interviewTerror management theory: good overview here. There’s also a decent entry on terror management on Wikipedia. Both of these links have great collections of resources if you’d like to know more.Decolonizing Fitness is a trans-friendly, fitness-at-every-size personal training practice based in Charlotte, North Carolina. You can find them here.Diversifying Dietetics: This Atlanta-based group supports BIPOC working in nutrition (traditionally a very white field), and pushes the field of nutrition to be more culturally competent—to know how to recommend healthy diets in all kinds of foodways, not just WASP and “fusion” cooking.The Cooking Gene: a book on Blackness, farming, and glorious Southern food.Credits:Sound design & edits: Nat WeinerTranscript: Tanja DraytonIntro music: Fight ‘Em Down, Flash Fluharty

Around the year 1100 BC, a wave of destruction washed over the Eastern Mediterranean. It wiped whole civilizations off the map, and left only ash and ruin in its wake. This catastrophe, known as “the Late Bronze Age Collapse”, has become one of the enduring puzzles of history. I want to explore how so many societies could collapse all at once, and seemingly without warning, as well as examine the lessons it might teach us in our increasingly globalised and interconnected world. Credits: Sound engineering by Thomas Ntinas Voice Actors: Shem Jacobs Jacob Rollinson Jake Barrett-Mills Bryan Tshiobi Helena Bacon Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (creativecommons.org/licenses/by/4.0/) Source: incompetech.com/music/royalty-fre…isrc=USUAN1100209 Artist: incompetech.com/ Additional music (The Hurrian Hymn) by Michael Levy

A vast ruined bath house, a fire-damaged poem and a world teetering on the brink of collapse. In this episode, we look at the history of the collapse of Roman Britain. Find out how a great civilization grew up almost overnight on the island of Britannia, how it endured the test of centuries against barbarian invasions and foolish rulers, and what happened after its final dramatic collapse. Credits: Sound engineering by Thomas Ntinas Voice Actors: Shem Jacobs Jacob Rollinson Jake Barrett-Mills Music by Kevin MacLeod is licensed under a Creative Commons Attribution license (https://creativecommons.org/licenses/by/4.0/) Source: http://incompetech.com/music/royalty-free/index.html?isrc=USUAN1100209 Artist: http://incompetech.com/

Episode Overview In this episode, Cheryl Christiansen speaks with us about the importance of understanding your customer's customer. Cheryl started her consulting practice Data2Develop after spending several years in sales-facing leadership positions with blue-chip brands including Oracle. We are both active members of the sales enablement society, and share some perspective on the importance of really understanding your customer and their business dynamics, starting with their customers.   True Intimacy is Knowing Your Customer's Customers' Pain True customer intimacy is when you know your customer's customer's pain. A lot of times we'll focus on our customer, but if you start to delve into why are they in business you'll learn more about how they are solving someone else's problem and how they provide a solution to help them meet a need. So, you need to dig into their customer's customers' pains. What challenges are your customer's customers' facing? What does it cost them. What's the opportunity being missed. And who else is trying to solve your customer's customers' problems, and how is your customer positioned in the market against their competitive sphere?   Example from the Aerospace Industry – the Miracle on the Hudson Cheryl worked for a company called IHS, and at the time it stood for Information Handling Services and then they went public, and it became IHS Market. One of her major accounts was Honeywell which was a collection of several Honeywell accounts. Each account was focused on a specific solution that Honeywell provided. So one was auxiliary power units. They were used and bought by Boeing. So the Honeywell customer was Boeing, and they were building jets. So an auxiliary power unit (AP) is a critical piece of equipment because when the engines fail, the auxiliary power unit is what brings you in safely. For example, US Airways and the situation that led to the Miracle on the Hudson had an AP you from Honeywell. Honeywell's customer was Boeing. And who was Boeing's customer? Well, in this case, it was US Airways and who was their customer? Well, it was the public. And what they cared about was safe and reliable equipment. So when the airline hit a bird, and they had to make an emergency landing, they immediately turned on the auxiliary power unit, and thank goodness that worked and those people were saved as well as a very smart pilot.   Implications for Honeywell So if you're a sales rep for Honeywell, you have got to follow the trends. What is happening with your aerospace customer's customers'. It was learned that Boeing was considering a joint venture with a company in France to make their own auxiliary power units. That would disrupt United Technologies and Honeywell. And if Honeywell can portray the value proposition of the safest AP, then Honeywell can take that to Boeing and hopefully be preemptive and keep the Boeing account.   Taking a Strategic Look at Your Market and Selling Strategically Selling this way is very strategic. It requires taking a strategic look at the market including the market dynamics and the business dynamics of not just who you're selling to, but their customer's customers. You will come to love the industry and the players in the industry, allowing you to double down and understand the market space and being relevant to your customers in that market space. To do this, you've got to be curious. You will read corporate reports, so you know who your major opportunities are in your territories. If you haven't read their annual reports, then shame on you. And as you read their annual report, and you see the different boards that they might sit on and the organizations and then you start to look at who's who within the organization and their backgrounds you start to notice some trends, and then you start to follow the thought leaders in those industries.   Resources and Links for this Episode Connect Cheryl McCurdy Christiansen on LinkedIn Visit Cheryl's Web site at com   For More Great Content   I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

Episode Overview I met Mark S.A. Smith on LinkedIn. He's an avid writer with 14 books under his belt, and has years of experience working with executives. He's a master at selling complex things as fast as they possibly can be sold. In this episode, Mark talks to us about an unusual topic - how to connect with your customers' career goals. Why do we want to do this? Well as Mark breaks this down for us, the bottom line is it's the fastest path to selling success and having customers make what Mark likes to call high consideration decisions to purchase your solution.   A Misleading Question - How Can You Beat the Competition Mark mentioned he often has people ask him, “How can I beat my competition?” And that's the wrong question. The real question is, “how can I help my customer beat their competition?” When you help them do this there isn't competition. The focus is how can you make my customer look so good that it's impossible for them to buy from anybody else who's focused on their product versus on the success of their customer.   It's About Your Buyers' Careers In getting a customer to say “yes,” they will also being saying “yes” to how the decision to work with you and go with your solution will affect their career. In the world of corporations, there's only one way you can make serious money. And that is through getting a promotion. And the only way you get promotion is by illustrating consistently that you have good judgment. That means that if you make a few bad decisions that have an impact on the business, you become toxic. You cannot be promoted. So, to net this out, your customer must consistently show good judgement to ascend up the path towards the executive ranks of their firm. So as you are selling to them, just know they are asking themselves “is this going to be good for my career? Or is this going to damage my career?” This is the subtext of every decision-making criterion that everybody makes in the world of corporations. And if you've ever lost a deal, even when you had the best overall solution, the buyer probably didn't see you and your solution as in the best interests of their career. This is most often what you don't hear. Instead, you might hear your price is too high, or the executive committee went a different way. And they'll use a word that when you hear it you'll go, “oh, that's what that means.” They'll say it was a political decision. That's the indication that you didn't support their career. They chose a lesser product because it was better for their career, it was less risky for them. And in the world of technology, the number one vendor in the industry is rarely the best technology but the best at supporting the career of their customers.   Does the Best Product Win? No, but if it Impacts Your Buyers' Careers… You probably remember the old campaign and commercials for IBM with the theme, “no one ever got fired for buying IBM.” In the case of Microsoft, it wasn't the best operating system, but it was often the most politically correct operating system. With EMC in the world of storage, it wasn't the best storage technology. But politically, it was the best storage company. And with IBM, rarely did IBM have leading edge technology but they did lots and lots of research. They were not always the fastest, but politically they were the correct solution. And so if you just kind of open your eyes to this concept of people are making decisions based on what's best for their career, you'll realize that you're surrounded by examples of why that's the case. It's not the product, but the product's capacity to improve their career position.   Focus on the Outcome, and Connection to Career Progression So, to shift things up, you need to stop talking about the product, and start talking about the outcome that this person has been tasked by their scorekeeper to deliver. Think about their objective, and their objective is set by their scorekeeper. The scorekeeper can be a boss. It could be a spouse. It could be a parent. But there's somebody keeping score. And that's who we also have to satisfy … that scorekeeper. Next, what's going to allow them to win in their job? What will allow them to feel comfortable, confident and certain. Also ask what creates value for them and what might be different in their criteria that's different from their scorekeeper's. Then align your value, once you understand their objectives, priorities and criteria, and then have a conversation about what you are offering that maps to their motivational set, as illustrated by these elements.   Resources and Links for this Episode Connect with Mark S A Smith on LinkedIn Mark's Book “From MSP to BSP” on Amazon Or Download MSP to BSP as a Free PDF at this site Mark's Weekly Executive Communication at Marksezine.com For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit. Credits Sound editing and show notes produced by – ChirpSound

Episode Overview This episode features yours truly, Bruce Scheer, being interviewed by A. Lee Judge and Dontaye Carter from Atlanta. They have a great show called the Business of Content Podcast. In this episode we will talk about the major pitfall sellers and marketers fall into - how they are leading with their "stuff" and their "all about me" content as opposed to leading with a "theme" – a point of view that addresses their target customers' big problem and offers a big idea theme that resonates!   The Big Idea Theme Precedes Sales and Marketing Content A main point that's made in this episode is before you jam on a ton of content for marketing and account-based selling activities, you should back up and think of a big idea theme – a central idea that will help you break through the noise surrounding your prospects. You can carry the central idea throughout the conversations and various digital touchpoints across the buyer's journey. Then you can generate marketing content and train reps on how to speak to the big idea theme. In this way, your prospects aren't getting disjointed and non-aligned messaging and content as they engage with your firm. This is very different from how most sellers show up and sell today – pushing product-centric messaging and content that's devoid of content around the customer problems and challenges. They are missing a big idea theme that resonates with the prospect.   What Specifically is a Big Idea Theme? To compare the difference between selling a theme or stuff, let's look at a fun B2C example. It has to do with an Uber ride I took out in Boulder Colorado earlier this year. One morning, I get up and I'm heading out to see a client in Boulder. My Uber driver shows up at my hotel, and I walk out to a minivan. And I'm like, oh my goodness, this is interesting. It's not the BMW or a black SUV. It's a minivan, not my normal first choice! I had a suitcase with me with a bunch of facilitation gear within. He opens up the back, and of course, there's a stroller and some kid stuff in there that we have to move around so we can get my stuff in there. And then I get in the back of the minivan and we take off. We start a conversation, with me curiously asking him what going on in his life. He looks like he's in his late 30s, well groomed, and having many mouths to feed. He tells me he's just dropped his kids off at school and is now giving some rides in between his other daily activities. I asked him about his background and current focus, and if he's just driving Uber for now. He mentioned he's in transition and has an entrepreneurial bent. He was most recently a marketing manager and a Minister and was currently a Founder in a new food court concept in Boulder. He further explained his food court concept – a wonderful food court with 57 food trucks on rotation with a fire pit, live band stage, yard games, and a few beer stations. He strongly encouraged me to come to check it out. He then asked me what I do, and I mentioned I focus in the area of sales and marketing and am focused on helping sellers have conversations with their buyers that inspire change. I then spoke about the idea I was shaping around selling a theme or stuff, and as a former marketer I asked him what that meant to him. He was silent for a while and then responded that he thought he was selling a theme and could share it with me. I immediately responded “I don't think so!” and mentioned he had just sold me a bunch of stuff - 57 food trucks on rotation, a fire pit, beer stations, live band stage, etc. He laughed a bit and said what he's really designing and trying to sell people on is the theme of a backyard party - a place where people can go with their good friends or a place where they can make new friends. He further offered how this party had great food with 57 food trucks on rotation, a huge metal fireplace throwing out huge flames, a stage with a live band, and plenty of yard games for more fun and activity as part of the backyard party. Now he had me with his big idea theme, and I committed to dropping by at the end of the day to check it out. I showed up that evening after my client gig at about 6pm. The place was full and continued to become packed with no place to sit by the time I left at 8:30pm – and this was on a weeknight! Obviously this was a great concept! Who's Leading with a Big Idea Theme in B2B? Very few in the B2B world get this right. They focus on selling the features, functions and benefits of their stuff as opposed to a big idea theme - a “backyard party” if you will. In this episode, we review a few B2B companies that understand the need for a theme and illustrate what good big idea themes look like with IBM, Alcatel-Lucent, and McKesson. We then offer some thinking on how to tease out a big idea theme for your organization.   Episode Timestamps   [1:53] Bruce Intro and Why a Theme is Important Chief Conversation Officer for SalesConversation.com: A firm that helps people with their selling conversations. Message strategy, digitial tools and sales enablement. “Big idea” theme. When you have sellers in the field, they need to have a good understanding of the company's theme. The marketing site needs to convey the theme. Stories need to portray the theme. There are more times than not a major lack of alignment in the central story/idea: How people carry the story/idea throughout the buyer's journey.   [3:44] The Disconnect Between Marketing, Sales, and Content Distribution Most sellers and marketers structure their website around who they are, what they do, how they do things, what makes them different– all about them type of content. Are you selling stuff or a theme? Uber driver story and the notion of the Backyard Party. [10:30] How Have You Consulted Clients on Using Themes? What is the central idea/theme? After establishing this, you can then start to build stories and content. Story of Alcatel-Lucent: Simplify the message and portfolio. Summed it up in a theme for their target audience. Major point - don't confuse your customer.   [15:23] What is a Theme? The subject matter of a conversation or discussion. The subject matter. The focal element. A unifying idea that's a recurrent element in literary or artistic work. What is lacking is the subject.   [16:13] How Would You Apply This Model to Content? All the content is the “wood” behind the “tip of the arrow”. People are punching out content without a purposeful theme.   [18:21] Who Needs to “Get It” in Order to Get an Organization in line Selling with a Theme? Normally start with the leadership team. Helping business leaders get their story straight.   [20:46] IBM Story Was in a state of transition with the question of ‘what is the next big idea theme'? Big idea theme: Different from a purpose statement. The theme of “Out-think”. Difference between a theme and a story. Organizations typically have a couple choices: They can try to transform and grow organically. or The organization can out-think the particular issue   [27:04] Things That an Organization Can Do to Start Mapping Out Their Theme Market scan: Who's in the competitive domain? What's the market chatter/noise? What are the themes and ideas that are already out there? Identify your organization's uniqueness and value that you are trying to create and convey? What are you building towards? What's the Big Idea theme?   Additional Resources Bruce Scheer on LinkedIn Blog Post on Theme or Stuff by Bruce Scheer Article: Big Ideas that can Help Your Sales Performance by Bruce Scheer A. Lee Judge on LinkedIn ContentMonsta The Business of Content Podcast Dontaye Carter on LinkedIn Carter Media Group For More Great Content   I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

Episode Overview In this episode, Gerhard talks about how to listen more and sell more. It's a fun episode that offers guidance on how to show up with a listening mindset and be present for the customer and ready to discuss the customer problem.   Episode Timestamps [0:28] Gerhard Introduction Salespeople talk too much: Anxiety as a cause. The first rule for having a good conversation is to prepare yourself: Come in with a clean slate. Mindset of being there for the other person. Use the formula that Dr. Lyman K. Steil developed for listening. Many reps will come in and fake listening and wait for the other person to say a trigger word that will then get them into their storyline. Salespeople go in and hear the customer say something about having a thought and wanting to explore a different solution, and then instantly launch into a pitch into the solution without really knowing what the problem is.   [3:36] Story About Preacher in Midwestern Town Do not immediately dump your entire pitch on your customer when they first walk in.   [5:43] Listening Model – How Do You Get Yourself Into the Listening Mindset? You are talking to a human being, not a human doing. Be present for that human being. Practice mindfulness technique: Breathe in – I am aware of my body. Breathe out – I am letting go of all my tensions. SIER Formula: Step 1– Sensing. Step 2– Interpret those senses. Step 3– Evaluate what you have heard. Step 4– Respond. By following this formula you go through 3 steps before responding to your client. Gives you a better chance of hitting your target. Stop and ask questions if the other person is giving you a warning signal.   [10:41] Flow of Conversation The state of flow is a magical state leads to the creation of something new: Can forget where you are. Can lose sense of time. Everything is pushed back to the periphery. You can go into the conversation with the customer intending to co-create something new and with the intention of being in the flow with them.   [12:28] Constructivism in Education Point of view around the student/teacher relationship. Dialogue and assimilation. Both start to co-create this new way of being. We, as salespeople, need to be “merchants of hope”. If you find yourself being critical about the customer, it's probably because you are being critical of yourself.   [18:23] Storyteller vs. Storyseller Storyteller is when you do it for your own amusement. Storyseller is strategic. Have a number of stories that you can weave into your customer conversation at the most appropriate time. Selling is a process of co-creation: You create the questions, and the customer creates the responses. If you are too far ahead of the customer, then you lose the customer. If you are too far behind the customer, then the customer is going to lose you. You want to be in step with the customer and be in the flow.   Additional Resources Gerhard Gschwandtner on LinkedIn SIER Hierarchy of Active Listening Dr. Albert Mehrabian Communication Studies Dr. Mihaly and what flow means in the brain     For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

It’s a special all-Frankenstein, all the Franken-time episode of Serious Fun! This episode stitches together two of Bryan’s presentations on the legacy of Mary Shelley’s work as part of our on-campus celebration of the novel’s 200th anniversary. First, gasp as Bryan talks about the surprising way Shelley’s work has been reinterpreted by pop culture icons you might not expect! Then, thrill to a discussion of Frankenstein’s monster, copyright law, and the public domain! Get your Halloween started off right with this new episode of Serious Fun! NOTES: Zac Fanni’s incredible analysis of David from the Alien franchise as a stand-in for the Romantic elements of the Frankenstein story can be found here: http://www.audienceseverywhere.net/david-modern-frankenstein-romantic-analysis-alien-covenant/ Josh Corman’s discussion of the Alien franchise as ongoing Frankenstein allegory is here: https://bookriot.com/2017/06/06/the-alien-franchise-is-now-one-big-frankenstein-story/ Jonathan Bailey’s discussion of the copyright implications of Universal’s ownership of the Frankenstein monster is here: https://www.plagiarismtoday.com/2011/10/24/how-universal-re-copyrighted-frankensteins-monster/ Jae Prowse’s excellent tribute to Frankenstein makeup artist Jack Pierce can be read here: https://bloody-disgusting.com/editorials/3504334/can-human-jack-pierce-forgotten-monster-makeup-pioneer/ Credits: Sound effects courtesy the BBC’s Sound Effects database and are used under the RemArc license for non-commercial use. Sound effects are available at http://bbcsfx.acropolis.org.uk/. bbc.co.uk – © copyright 2018 BBC.

  Episode Overview This episode features David Svigel, the co-founder of ROI-Selling.com. He's been a close friend and business partner of mine for over a decade. We've tag teamed on several successful client engagements where the b2b client wanted to up their game in value selling - and that meant being able to communicate and quantify the business value proposition to targeted prospects. In this episode, David and I will talk about some of the trends we've seen in buyer behavior, and how this has added gravity to being able to sell both personal value for each buyer and overall company value for larger b2b solutions. He will also offer several practical tips for upping your value-selling game.   Episode Timestamps [1:44] How David Became Focused on Helping Sellers Sell Complex Solutions Early in his career, David noticed that there was a disconnect between the buyers and sellers of complex solutions. Sellers did not really quantify the benefits to their buyers. That disconnect became an insight for David to help even out those sales conversations and bring them together with ROI selling: Led David to co-found www.ROI-Selling.com   [2:51] What's Changed in the Nature of Buying? Closer budget scrutiny. More decision makers involved in every b2b buying decision. Upward movement in the buying decision: More senior/executive-level approval is required before a purchase decision is made. These 3 factors have converged to restrict any individual buyers purchasing authority, and for the sales representative, it has caused longer sales cycles.   [6:03] How Does Value Selling Play Into Addressing These Changes? Getting buyers motivated requires showing them your solution is going to save them either money and/or increase revenue. What buyers don't care about anymore is: Marketing speak such as “high quality” or “long lasting” When reps start talking about the latest feature of a solution. The fundamental question that buyers want answered is can your solution help them do more with less. The next question buyers will want to ask is, how much can it help? Quantifying your solution's value creates a sense of urgency with the buyer, and sets the stage for approvals from the buying committee When you're dealing with buying committees as a sales rep, what's beneficial is showing each committee member how the solution will benefit them. Quantify it for each person. Makes it easier for the group to come to a consensus together.   [11:10] Ways Sellers Can Get Started in Value Selling An ROI tool. Look for available resources: Find case studies with good value points. Talk to your marketing department: Find research reports as material. Frame the value discussion around your customer's unique situation. Undergo a depth of analysis of your customer's unique problem(s).   [17:15] Why Sell Based on Business Value? So sales reps can close more deals, better defend their price - by showing what the value of their solution is. Begin to collaborate with your buyer and build the business case: Will make maintaining your budget that much easier. If you build the business case and the buyer buys into it, they will be more engaged.   Additional Resources Connect with David on LinkedIn Grab some ROI Selling Resources Surf the ROI-Selling Blog Join the Value Selling LinkedIn Group See some top-class ROI selling tools   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

Episode Overview This episode features Jeremy Diamond, founder of the blog Startup Deck Review, which is dedicated to studying startup pitch decks. He has a rich media background and is an MBA graduate from the University of Washington Foster School of Business. In this episode we will be covering 3 key factors in a winning pitch, how to communicate your “Grit”, and advice for sellers in how to improve their selling conversations.   Episode Timestamps [1:27] How Jeremy Got Focused on Helping Startups Master Their Pitch Originally worked in TV production for Discovery and Animal Planet. Decided to move to Seattle, get an MBA at the UW, and wanted to work for a tech company. Worked for a startup that wanted someone who could think through things from a business perspective. How he got into helping companies fundraise.   [3:55] 3 Key Factors in Driving a Winning Pitch Their strong understanding of the customer problem that the founder has a mission to solve. Their passion to solve the problem. Jeremy talks about their “marrying the problem” Their grit. What any investor would be looking at in a founder of a startup: What problem solving “grit” they have to bring to the market. Investors want to know what they are investing in.   [9:58] “Grit” – the 3rd Factor Grit is a subjective thing. When investors are entering into a long relationship with people, they want to know that those people are going to be worthy of the money that they're investing. More unique to Venture Capital.   [11:09] Story on How a Founder Communicated “Grit” Airbnb pitch deck Founders sold commemorative cereal boxes during the 2008 election Saw a desire path: Recognized that certain data was not being understood by existing hospitality/lodging. As an investor you're asking these types of questions: What was their character during that challenging time? What sorts of actions did they take? Were they creative in how they marketed and solved the problem? Were they creative in how they operated their business?   [12:17] Communicating to your customer that you have the “Grit” Making sure that the customers investment in you (your company/your solution) will be money well-spent. Paul Smith: Story Telling for Sales Different stories you can tell as a seller.   [13:33] Advice for Sellers Social Proof. Bring in traction: Investors will argue. Illustrate why your solution is better than the competition and how you're going to compete. Get and incorporate feedback into your pitch: People like to help as long as they like to give constructive criticism and as long as you like to receive constructive criticism. “Cold” Communication.   Additional Resources Start Up Deck Review Blog Jeremy's Email Linkedin Airbnb Founder Grit Story at 20:47   If you have a pitch deck that you would like to suggest Jeremy to review, feel free to reach out!   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

  Episode Overview In this episode, we are speaking with Andrew McMasters. Originally from Philadelphia, he's an actor who's been working in Seattle for over 30 years. He started Jet City Improv back in 1992 and left that company back in October 2017 after 25 years. For the last 10 years, he's been working with organizations– helping them improve communications, team cooperation, and innovation. He also works with sales teams on listening, accepting and building on offers to provide customers with solutions for the needs they have.   In this episode, Andrew and I talk about the power of Improv in improving buyer and seller interactions. Specifically, Andrew highlights how to be a better listener, how to accept what the customer is offering, and then how to build upon their offerings. He then talks about how to bring your full self to a selling conversation.   Episode Timestamps [1:27] Andrew's story on how he became focused on improv Started with practicing improv as a theatre actor: Taught classes to people in other lines of work who wanted to be more comfortable on stage.   [3:37] Why should sellers use improv as a way to connect with their buyers? Listening: How we listen. The ways we listen. What we are listening for. Listen before you solve: Establishing that there is a connection first instead of jumping to a solution. Listening for building relationships. Listening for understanding. Listening for context. Letting the other person know that they've been heard.   [4:51] How does listening change based on what you're listening for? Encapsulate what someone has said and then feed it back. Saying that “This is what I heard...is this correct?”: Letting the person know that they've been heard. Understanding the other person: Makes them know that they're included and a part of the process. Building the connection first.   [7:35] Improv disciplines for sellers Accepting what someone else has said and then building on it. “Yes...and” Not being afraid to get off message. Game “3-legged dog”: Improv exercise. No matter what the question is, you can answer it in a way that you need to. What are we offering: What is the item, the piece, the process: Have them break it down into 3-5 words.   [11:20] “Yes...and” further explained Stray from “Yes...but”: The minute someone has heard the “but” they negate everything said before it. Using the word “and” instead of “but”: Reframing that word for yourself can continue to keep energy moving forward which means you can accomplish more.   [13:18] Example of Andrew successfully using improv Andrew was doing a series of workshops for outreach Did one on status: How you present yourself in a sales meeting Uses a deck of cards as metaphor for how you can represent yourself: An ace in your pocket. Using the card in your pocket as an external device.   [16:20] Listening and objections The improv mindset: Ways that you can “yes, and” an objection. Everything that someone gives you is an offer. How you accept the offer as an individual.   [17:24] Where can sellers go to learn more about improv? Always different places in the city that teach different classes on improv: Practices listening and more focused on getting on stage. Andrew holds workshops that he does with other organizations: More focused on what each individual is trying to accomplish. Andrew holds his own Ted Talks: Focuses on 3 topics: Accepting and building. Everything is an offer.   Additional Resources Connect with Andrew on LinkedIn Andrew's Web site ImprovMindset Ted Talk featuring Andrew where he talks about story and "yes, and" Alan Alda's Book, "If I Understood You Would I Have This Look on My Face?" Jet City Improv drop-in Dojo sessions   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

  Episode Overview In this episode, we talk with Ed Bilat about how we can up our sales conversations by telling stories– what some refer to as "Story Selling". We are all humans at the end of the day, meaning that we live our lives through stories– stories we tell others, stories others tell us, and the stories we tell ourselves. The exciting thing about stories is they play a profound influence on our ability to persuade others. Ed is the leader of storytellingsales.com with the aim of helping sales teams and business owners grow their business, and essentially make sales more human and more fun through the power of storytelling. His business works with small businesses all the way up to large multinational enterprises.   Episode Timestamps [1:34] How did you become focused on storytelling? Car died in a Tim Horton parking lot: Had to wait for mechanic outside. Had to make cold calls from outside the restaurant so that clients would not hear the background noise - as the weather was below zero, these were literally “cold calls!” A telecommunications company that Ed was trying to reach by phone asked to hear about his personal story even though they were not originally interested in his product. After meeting in person, that connection led to many other connections that became Ed's clients. People want to hear your story. Stories are human. It's the path to real-connection.   [6:34] Why is story selling so important? What is our greatest enemy? Attention span Our human attention span is short. As long as a story is engaging, people will continue to listen. Triggers the release of oxytocin Does your story help your prospect think about their process? Did it help them to view their problem in a new light? Will they share with their peers?   [10:27] What types of stories do we want to be telling? You don't need to create– you need to document the events in your life and tell those stories. All of us have personal stories. Best type of story is your customer story. What happened with your client? What happened with your customer? How were you able to help them?   [14:58] What is your “STAR” framework/model when constructing your story? Structure is better than coming up with a story on the fly. STAR model: Situation Trouble Action Result   [18:23] Practical tips for how to start storytelling? Ideal length of story should be about 5-10 minutes. Remember stories for quick retrieval: Different keywords Your story needs to be vivid and captivating. Be ready for sales objections: Build your stories around them. Make yourself a bank/library full of stories that you can pull from when you find it useful. Feel, felt, found.   Additional Resources  storytellingsales.com Ed's LinkedIn info Storytelling Sales Playbook   For More Great Content If you are finding this content valuable, visit us at salesconversation.com. I would appreciate it if you would subscribe, rate, and review this show. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound  

Episode Overview This episode features Chris Ortolano, a sales workflow consultant based in Portland, Oregon. He provides an outside perspective to help organizations address their weaker elements to accelerate their revenue cycle. He is a leader of his firm, Outbound Edge, and will speak about the power of video in sales outreach and how to drive buyer engagement.   Episode Timestamps   [1:30] How Chris became focused on helping sellers use video to connect with potential buyers Manages an online community of sales and marketing professionals called salesstack.io: Met people who work at Vidyard who introduced him to a software tool called GoVideo. Focuses on producing crisp, compelling, and clear messages to engage with buyers.   [2:26] Why should sellers be using video as an outreach tool? The way that we engage with buyers is changing: We now have the ability to tell a story through a visual medium. Creates a more compelling and lasting message. [3:25] What are the barriers that get in the way of individual sellers taking advantage of the medium of video? Time: You need to practice. Set aside 30 minutes to learn and practice your script for clear delivery in the message that you are communicating with your viewers. Psychological confidence: 2 kinds of videos in sales: Video conferencing. Selfie. Voiceovers. Chris uses a voiceover narrative approach: His videos are not about him, making the focus on helping his prospect solve their problem.   Finding your voice: Takes practice. Think like your buyer: The decisions that they make, how they measure their decisions, and what their goals are. Layer your message into their experience. Provides a more relevant and engaging way to suggest that you want to meet with them and pursue a more in-depth conversation. Take advantage of the visual guide on salesstack.io where you can walk through 7 steps so that you can practice before you record and send your video.   [6:21] Success stories of Chris and using video Uses video selling with social selling: Connects with peers on Linkedin. Makes videos for the CEOs of the connections that he makes on Linkedin. Video can increase the acceleration with which you can set meetings.   [7:23] How can sellers prepare to do video outreach? What should their content structure look like? Uses 3 step approach to an account plan: Set the meeting. Move the needle. Get everyone on the bus. [12:17] How to leverage video for outreach Manage your time. Do your research. Use phrase when reaching out “I noticed that…” Always add value with your video that exposes something about the market that your prospect might not understand.   [14:35] After you send the prospecting video, if the recipient does not respond, do you send another video? Resend that same video.   [15:26] Technology blockers that might prevent prospects from viewing your video? Use a video solution that allows you to embed that video as a thumbnail into the body of an email. Vidyard GoVideo   [16:50] How to personalize your video for different prospects Called a “Selfie”: Personalized for each prospect. Take a multi-tab screencast approach. If you put time and energy into thinking about your buyer you'll get a better deal, as well as learn to be a better sales consultant as well.   [17:48] Multitab screencast approach Reference your buyer: Start with their account. Reflect on what you see in their business model. Suggest a problem that they have that you can solve. Switch between their account/your account: Move from the current state to their future state. [18:30] Resources Sales assets online: Stories in Focus Library Interview video blog 3 guides at SalesStack.io: For people getting started. Learn how to do the selling model. Do it on a consistent basis. Turn around and teach someone how to do it. When you teach something, you are raising your level of skill because you can summarize, engage, and look for things. Changes the way you view your own process.   Additional Resources Connect with Chris on LinkedIn Follow Chris on Twitter Visit Chris' Web site - Outbound Edge Call Camp - Unlocking the Power of Video in Sales Outreach Get more selling done! Engage with Video Selling: Part 1 Stories in Focus Contest How to use video in your sales cadence   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound    

Eli Lilly and Co. pulled its Lilly Diabetes brand name off a race car driven by Conor Daly after his father — Derek Daly — was fired from his job as a WISH-TV Channel 8 racing analyst for a racial slur he uttered 35 years ago.  The move raised questions about why the Conor Daly should be punished for something his father said before he was even born. And even WISH-TV's move came under some scrutiny, after Derek Daly said he used the n-word in an interview when he was new to the United States. He said the word was part of what was then an often-used phrase in Ireland, and once he found out it was offensive in America, never used it again. In this week's IBJ Podcast, host Mason King talks with two local marketing experts — Bruce Bryant, president and creative director of Promotus Advertising and Ken Ungar, president of Charge — about whether Lilly made the right move and about the risks associated with sponsorships. You can also read IBJ's take on the issue in this week's editorial. Credits: Sound from WTHR-TV Channel 13 and WRTV-TV Channel 6. Music from Transmutation by Kara Square, (c) copyright 2017. Licensed under a Creative Commons Attribution (3.0) license. http://dig.ccmixter.org/files/mindmapthat/56527 Ft: Spinningmerkaba

Episode Overview Our guest, Stu Heinecke, is a master of getting a meeting with anyone. Stu is a Wall Street Journal Cartoonist, a hall of fame nominated marketer, and author of the book, How to Get a Meeting with Anyone. I know it can be frustrating trying to get meetings with key decision makers and buyers. Stu will share with us ways to focus on the right areas to up our percentage on the people we reach out to and people who respond. This episode will cover how Stu got into this area of focus, his notions on how to think about customer targeting, how to get prepared to talk to those you want to target, and ideas for how to reach out and get a high response rate.   Episode Timestamps [1:40] Background on Stu and his focus on storytelling Was interested in creating direct mail campaigns, which led to his first two assignments, creating test campaigns for Rolling Stone and Bon Appetit. The success with both of his campaigns led to him creating his own “Contact Campaign” that consisted of a customized cartoon print and a letter that he would send out to each of his chosen recipients. Received 100% response rate with his campaign!   [4:50] Strategies on how to reach your target audience as a seller You want to reach the CEO of the problem that you want to solve, as well as their supporters and influencers. There are ways to identify the people that connect and work around the person that you want to target. Think about a “digital surround” strategy LinkedIn, Sales Navigator, and Seamless.ai are priceless resources as networking tools.   [8:31] What does it mean to be a VIP? And how can someone be credible and known as a VIP? 99% is mindset and the confidence in knowing that you are good at what you do and that you “belong here” talking to the person that you are talking to. Using unsolicited proposals to make connections. Being worthy of the executives time. Do your homework before meeting them. Bring something to the table that is of great value. Publish content: Become a thought leader. Reach out and network with other CEO's that know each other. Excellence has to be the theme in whatever you produce.   [12:34] How can a seller stand apart from others? Be brief and get right to your point quickly. If you are connecting on LinkedIn, then make an effort to take the conversation off of LinkedIn to create a human connection rather than strictly sticking to the internet. Research your targets: Know what they do and what their business is. Be persistent: Using digital marketing and retargeting. Use alternative media - Mail and FedEx.   [16:35] Advice on non-digital ways to reach out to your target Stu makes customized cartoons on what he calls a “big board”, that he sends to his recipients. On one side of the board there's a customized cartoon and on the other side, there's a message from Stu to the recipient. Using visual metaphors. You don't need to spend a lot of money to break through to someone.   [21:50] Resources for people wanting to start their own contact sales campaigns Buy the book How to Get a Meeting with Anyone by Stu. Listen to Stu's podcast, How to Get a Meeting with Anyone. Connect with Stu on LinkedIn. Additional Resources How to Get a Meeting with Anyone book: https://www.youtube.com/watch?v=NxZXK2xRCNs https://www.amazon.com/How-Get-Meeting-Anyone-Marketing/dp/1501260928   Stu's Website: http://www.stuheinecke.com/ Please visit Stu's website and join him on Linkedin: https://www.linkedin.com/in/stuheinecke/   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound    

Episode Overview In this episode, you'll hear us talk about how to connect with potential buyers online, how to build trust over time by contributing content and closing new business with the buyers you've been building relationships with. I met our guest, A Lee Judge, on LinkedIn, where I sent a connection request knowing he'd be someone I would want to follow. He has a beautiful podcast - the Business of Content Podcast with his co-host Dontaye Carter. I love Lee's quote, “it's better to ask a favor from a friend versus a sale from a stranger."   [1:35] How did you get into the game of business content? Originally came from media production: Started out in music and video production Degree in Multimedia Production & Broadcasting Traveled the world as a performing DJ Required personal branding to get gigs and gain attention Had a job in marketing   [4:20] Can you explain your quote, “It's better to ask a favor from a friend instead of a sale from a stranger”? How do you make connections with buyers? Once you begin to make a connection with someone, it's harder for them to not respond to you. Networking connections and establishing relationships through LinkedIn Tchotchkes story There is always a human element, no matter the type of content you create [12:50] What is the importance of mixing it up when networking on social media? If you share someone else's content, you also have to give an opinion. Connect with people that are relevant and are of value to you: Value their opinion and input. Mix it up with your own content as well as your own opinions. Contribute and engage in your other connections posts.   [18:55] What is your advisement for people who want to share their media? Take your talents and point them towards media that produces the best type of content that works for you. Try out different things to find your talents: If you think you can, then try it. People focus on the value: Shows through your delivery through the media content that you produce.   [24:11] How do you respond to negative criticism(the haters)? You're nobody until somebody hates you. There will always be haters. Turn your haters into your motivators.   [26:55] Advice and resources? Company motto– “Be Content.” Pay attention to yourself Capture brilliance Produce and create good content Additional Resources You can connect with A. Lee Judge here: A. Lee Judge (LinkedIn) ContentMonsta (Lee's Site) The Business of Content Podcast   For More Great Content If you are finding this content valuable, visit us at thesalesconversationpodcast.com. I would appreciate it if you would subscribe, rate, and review this show on Apple Podcasts. Your feedback will be very much appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound    

Episode Overview There has been a primary theme in storytelling over the past few years in sales. Stories are the #1 way to connect with a buyer and help them see their situation in a new way. In this episode we will push into how to tell better stories with Theresa Francomacaro– a chief storyteller for a construction company and a facilitator/learning professional who consults for individuals and businesses. We will talk about understanding story structure, as well as the neurological aspects of how stories impact prospects. The way you tell your story will fundamentally shift the emotion and mood of your audience.   Episode Timestamps [2:15] Background on Theresa and her focus on storytelling Teresa started back with storytelling in sales, where she helped people tell their brand story and their marketing story. She discovered the best way to stand out and differentiate yourself from others is through authentic storytelling.   [3:16] Why should sellers focus on storytelling? It gives the opportunity to create a long-term relationship with your audience by focusing on their interests and the human connection that you are making with them. Stories are what connects us: Five primary neurological responses that are inherent in any great story. A lot of people do not know how to be an authentic storyteller.   [5:07] How do you structure your story? ICCC (pronounced “ice”). I – inciting incidents. Every story needs to know what happened, where were you, and what were you doing. C – conflict. What is going on? What changed? C – climax of the story. C – closure. Story spine: It doesn't matter where you start your story. Story structure can vary. It depends on your audience.   [10:01] What is the relevance of storytelling in the digital world? Sift through the information that is being communicated through digital means. Show how you've helped and enriched peoples lives with your product. Put out the stories that will land in the realm of the interests of your audience.   [11:03] How do you avoid death by story? To tell an authentic story, you need to make it personal and you need to keep it relevant. An authentic story should be no more than 2 minutes long.   [12:50] What are the five primary neurological responses that tap into the emotions of your target audience? Any great story will include at least one of these responses:   [19:12] How do you know which neurological responses to use when telling your story? Tap into your prospects and do your research on your target audience: What do your prospects need to feel?   [22:26] Who needs to get involved in storytelling? Finding out who are the right people that you should be telling your stories to.   [25:30] What do people need to learn to up their game in storytelling? Make it Stick, a book by Peter C. Brown. Practice your storytelling!   Additional Resources   Linkedin: https://www.linkedin.com/in/theresafrancomacaro/   Video Links: The Power of Storytelling to Change the World: Dave Leiber The Storytelling Animal: Jonathan Gottschall How to Speak So People Want to Listen: Julian Treasure Simon Sinek: First Why and Then Trust The 7 Secrets of the greatest speakers in history: Richard Greene Danajaja Hettiarachchi World Champion of Public Speaking 2014 6 Public Speaking Tips To Hook Any Audience: by Charisma on Command recapping Mohammed Qahtani's speech “The Power of Words” The Magical Science of Storytelling   For More Great Content If you are finding this content valuable, I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Your feedback is much appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound    

Episode Overview Sellers struggle with selling business value. They are taught to sell products, but not how to sell based on business value. In this episode, my former college roommate, business partner, and lifelong friend, Darrin Fleming, speaks about why we should be selling based on business value. Darrin is the founder and CEO of ROI-Selling.com and a business leader with experience in marketing and sales across different sizes of businesses, from small companies to huge multinational corporations. He helps his clients build their strategic marketing capability, and is a specialist in honing his clients' business value propositions and assisting sellers to sell based on business value.   Episode Timestamps [1:55] How did you get involved in helping sellers with value selling? Began as an economic evaluator for an engineering plant: Evaluated projects and investments Left manufacturing/engineering and moved into consulting: He is now helping marketers and sellers with their value-based conversations. He's also helping sellers help buyers with deciding on whether the product is a good investment. Tom Siebel: He challenged his product leads to make sure they had a tangible ROI as part of their product value proposition.   [4:07] Why is having a business value discussion a critical ingredient to the sales conversation? Customers at some point need to do their own cost-justification when investing in an expensive product. It is essential to go beyond the product that you are selling, and it is necessary to talk about the problem that you are solving. It is even more critical to have a business case to garner buyer approval. Being able to quantify value and having a hard ROI– the business case can be the #1 catalyst. An ROI is a qualification tool that can help you focus your efforts on customers where you are going to deliver the most value.   [8:14] What are the different inhibitors that get in the way of sellers having a business value conversation? Darrin spoke about a joke he uses when training sales reps mentioning he tells them the goal of the training program is to turn them into “accountants,” and that includes removing their personality. Again, it's just a joke. There's a fear of working with quantifiable numbers. Thinking about the way a company works as not a financial discussion: How does a company make money? What are their drivers of financial success within their organization?   [14:03] What are the practical steps for helping sellers gain the ability to carry a business value conversation? A lot of sales discussion is modeled around solving a problem from the customers perspective Need to ask the questions: How big is the problem? How much is it costing? What can we eliminate? Is it a cost problem? Time problem? Quality problem? To do this, you need to understand your customers business and how they make money. Approach with an income statement perspective.   [20:28] What should the audience do to learn more about value-based selling? Darrin's blog focuses on different aspects of value-based selling. Darrin's Linkedin group helps to engage in conversation with topics on value-based selling.   Additional Resources To learn more about upping your game in selling based on business value, please visit Darrin's website and join him on Linkedin.   Darrin's Website: http://www.roi-selling.com/resources   Blog: http://www.roi-selling.com/blog   Linkedin: https://www.linkedin.com/in/darrinfleming/ https://www.linkedin.com/groups/1805780   For More Great Content If you are finding this content valuable, visit us at thesalesconversationpodcast.com. I would appreciate it if you would subscribe, rate, and review this show on Apple Podcasts. Your feedback will be very much appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound    

Daniel recaps the first third of Conjure Wife by Fritz Lieber, where we meet the Saylor's, learn some spooky Latin, and our protagonist Norman goes snooping through his wife’s no-no drawer. — promo this week: SPOOP HOUR! check them out on iTunes and Twitter — Goodreads summary of the book: Norman Saylor considered witchcraft nothing but quaint superstition until he learned his own wife was a practising sorceress. Even then, he still refused to accept the truth - one that every woman knows but no man dares to believe - that in the secret occult warfare that governs our everyday lives, witchcraft is a matter of life and death. — Support the show: Read the book yourself! Buy through our link and we get a tiny kickback. Thanks to our sponsor, Audible, for giving our listeners a free audiobook through Audibletrial.com/pulp! -- Follow and chat with us on social media: Twitter: @33_Pulp Instagram: @33pulp Facebook: @33pulppage Web: 33pulp.com -- Credits: Sound effects: Charm by Scrampunk and Success by Grunz Logo adapted from Artemis Smith's cover for This Bed We Made.