Podcasts about dale carnegie training

There is no doubt that the pandemic has made it very fraught to find new clients in Japan.  The new variants of the virus are much more contagious and have already overwhelmed the hospital infrastructure in Osaka, in just weeks of the numbers taking off.  Vaccines are slow to roll out and so extension after extension of lockdowns and basic fear on both sides, makes popping around for chat with the client unlikely.  We forget how much we give up in terms of reading and expressing nuanced ideas through not having access to body language.  Yes, we can see each other on screen, but it just isn't the same. In this situation, which looks to be scheduled to last until early 2022, we have to work on new skills. We know about storytelling, word pictures and refined word selection for better communication.  Knowing about it and doing it though, are ridiculously different.  I know, because we teach this stuff.  I can explain the formulas and the methodologies and the class participants get it, but doing it is often a struggle.  Obviously practice with strong coaching is the cure. We will be beginning our conversation with a client online and this could be a new client or more likely, a new person down at the client's company, as every April the wheel of fortune is spun and the HR department nominates who goes where.  The explanation of who we are and what we do and why you should deal with me (and by extension my firm) is a critical juncture.  Jumping straight into the product catalogue tour is dumb.  This made little sense when we were sitting knee to knee, but makes absolutely no sense when we are screens apart. Instead, we need to get their permission to ask cogent questions, which will ultimately unveil needs.  There is a simple formula for doing this, so there is no excuse why every salesperson should not be doing this.  Firstly we need to explain who we are and what we do.  This is a great opportunity to build your firm's credibility with the client.  We shouldn't forget to weave our history into the narrative and make it personal.  This is not a history lesson on the company but a base on which to build trust and we have to make sure we are represented in this part of the storytelling. For example, “We are global soft skills training experts and Dale Carnegie launched the company in New York in 1912.  The fact that ninety percent of the Fortune 500 companies use us, shows that the most discerning firms recognise the value we bring.  We have stood the harsh test of time globally and in Japan too, since we established operations here in 1963.  We are way beyond all of that ‘it is American so it won't work in Japan' stuff, as we have localised the content and 80% of our delivery in in Japanese.  I have been with the firm for the last eleven years and have seen the impact our training has across all industries”. In this forty second burst we have packed the content to the gunnels with credibility statements and emotive words. This initial reference point tells the buyer we are a safe option.  “Nobody got fired for choosing Dale Carnegie Training” type of idea.  Next, we tell a story about a client.  They had a certain issue, preferably one we think might be shared by this client and we explain the solution applied and the result achieved in a very micro and brief manner.  We emphasise the pain this problem was causing for a particular decisionmaker inside the company, someone in a similar position or role to our interlocutor.  We briefly explain what we did and then we dwell on the perceived value of the solution formed from the client's point of view.  We should bring back pieces of their dialogue with us, to fully express their happiness that the problem was fixed, so that the buyer we are in front of on screen, will have confidence in our suggestions.  This is a reference point for the client that we can help them. Finally, we say, “Maybe we could do the same for you.  I am not sure, but in order to find out, may I ask a few questions”.  And then we say nothing.  Wait until they speak – don't add, or clarify, just sit there in total silence until they give an answer.  Once we have their permission, then we can dig in and see if we have a solution for their problem.  This is a reference point that says the buyer is now willing to share a lot of confidential information with us. If we don't get a match between what we do and what they need, then no slamming of the square peg into the round hole – we get off that call and we hold another potential business discussion with another buyer. The pandemic has made the whole art and science of selling more complex, but there are some fundamental basics we have to get right or nothing will go our way.  Business is hard to find at the moment, but never find bad business – the money won't be worth the trouble and you only tarnish your personal and professional brands.  There are plenty of clients who have problems we can help them with, so we need to be concentrating our efforts right there.

Company culture strategy isn't just important—it is your competitive advantage. In this powerful conversation from Take the Stage, Brad Bialy sits down with Patrick Morin, Partner at Transact Capital, to explore why company culture is more than a part of the business—it is the business. Especially in the highly commoditized staffing industry, culture is the invisible hand that shapes performance, retention, and client trust. Drawing on insights from Bill Taylor (Fast Company) and firsthand experience in M&A and organizational leadership, Patrick breaks down: Why culture defines your brand more than your strategy doc ever will How top-performing firms build cultures of accountability, learning, and responsibility The role of leadership in embedding values into operations, not just words How cultural fit—even for a 12-week assignment—can drastically improve outcomes Why the most disruptive companies hold everyone, even executives, accountable The golden framework for owning, competing, and reaching for business in uncertain times If you've ever felt like your staffing firm lacks a true differentiator—this is the conversation you can't afford to miss.   Chapters and Key Moments: 00:01 – Culture is the strategy: unpacking Bill Taylor's insight 02:15 – Innovation as differentiation in a commoditized staffing world 03:47 – Top-down and grassroots culture development 05:12 – Hiring for cultural fit vs. skills 06:41 – Embedding temps into client culture 08:00 – Necessary evil to trusted advisor 11:28 – Culture of accountability, responsibility & learning 14:57 – A story of accountability—from the maintenance guy up 16:30 – Humility and “I'm sorry” as leadership superpowers 19:28 – Empathy and handwritten notes: the human advantage 24:32 – Own, compete, and reach: a framework for market strategy 28:31 – How to pivot in uncertain markets 30:58 – Optimism for the future of staffing 32:32 – About Transact Capital Partners 36:12 – Advice for new staffing professionals   About the Speakers Brad Bialy is host of Take the Stage and InSights, two of the leading podcast for the staffing industry. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry.   Patrick Morin is a partner with Transact Capital Securities, a Richmond, Virginia- based investment banking firm that specializes in mergers and acquisitions of privately-owned companies with enterprise values up to $250MM. Transact specializes in the staffing industry, serving clients in technology, light industrial, marine/stevedoring, skilled labor, hospitality, logistics, financial & administrative, legal, and medical staffing specialties. He was also one of the founding partners of BrightHammer, LLC., a global consultancy engaged by private equity groups, boards of directors, and CEOs to improve the performance of their invested companies. BrightHammer works with select start-ups, growth companies, and turnarounds to stabilize operations and ramp up revenue and employee performance. Prior to his current engagement, he was seven years as Senior Vice President with Cornerstone Realty Income Trust, Inc., a New York Stock Exchange-traded company that owned and operated apartments throughout the US. Before joining Cornerstone, Mr. Morin was with Dale Carnegie Training for five years and was an instructor for almost two decades. He was ranked among the top instructors globally and was a member of the elite Global Delivery Team. While a member of the National Speakers Association, he personally conducted thousands of keynotes and training meetings for businesses, associations, government agencies and community groups. Notable groups he's addressed include: the National Independent Staffing Association, McDonalds, National Association of Women In Construction, NASA, the National Ground Intelligence Center, the DEA, National Apartment Association, and the staffing associations of NY, Wisconsin, New Jersey. Mr. Morin appears on television, radio, and in print (Forbes, CNBC, Crain's) as an authority in his field and wrote a weekly column on sales for the Central Pennsylvania Business Journal and www.lendio.com. He serves on the boards of several local charities including the YMCA and the Franks Foundation. Patrick makes his home in Richmond, Virginia and in chairlifts of ski resorts around the country.

Who doesn't know the name Dale Carnegie, founder of the Dale Carnegie Courses? Born 1888 on a farm in Missouri, this farmboy-turned-salesman-turned-actor, teacher, author, and self-help guru has helped thousands of people through his teachings, and 100 years later, they are still relevant, and we are still remembering him. Part of the Dale Carnegie legacy are Mr. Jerry Wilson and Ms. Jessie Wilson (no relation). Jerry Wilson is the franchise owner for Dale Carnegie Training in Arkansas and other territories of the midwest. A certified trainer, Jerry has spent the past 30 years working with thousands of companies to develop effective management solutions, captivating audiences with his dynamic and enthusiastic speaking style. Jessie Wilson is the VP of Client Engagement and a Senior Trainer at Dale Carnegie. She has over 12 years of experience in sales leadership and as a certified coach who provides world-class training to organizations across the midwest. Jessie is acknowledged by Dale Carnegie and Associates as being one of the top consultants in North America.

Most of the time in Japan, I attend client meetings alone.  This is not how the Japanese do it.  The President going to a meeting alone, without some staff in attendance is rather rare.  Presidents have degrees of prestige and one of the indicators is how many flunkies they have in attendance.  My ego is big enough already to have to worry about people carrying my bag around for me.  The Japanese client meeting can often be quite an affair though with many people seated around the room, waiting to hear what you have to say.  Invariably, you have no idea who is turning up on their side, who they are or what they do. The key word there is “waiting”.  They expect this to be a presentation from me to them, with zero interaction, no questions and then they go away and thrash it out internally on what they want to do next.  The punters in the room are the earpieces of their respective sections, there to record and then report what was said and who said it.  There will usually be one or two designated interlocuters on their side who will engage with the seller to facilitate the meeting.  That facilitation is usually to insist we give them a presentation on our offer, done passively, without any insight into what they need. You can see the problem immediately.  We have many solutions, so which one is the best for them?  To know this we need to be asking questions.  The buyer side don't quite see it that way and we can have a tense standoff.  We ask seller style consultative questions. No one answers them from the buyer side and the silence hangs heavy in the air, trying to strangle the seller.  If we hang tough and let that silence hang around for a long time, eventually someone on the buyer side will say “give us your pitch”.  When we hear this we know things are not going well. Being on our own is not a big deal, because usually we can make decisions on our own. We don't need to work the idea through the system to get some type of convocation to agree to it. What is not good though, is to squander our time before the meeting.  We should be pumping whoever is organising the meeting logistics, for information ahead of time on who will be attending.  Who are they, what do they do, what rank are they, etc., are key things we want to know before we turn up.  We shouldn't presume there will only be a couple of people we already know in the meeting, if it is an important stage or the first meeting. If this doesn't happen, then after the initial exchange of business cards with the big boss, quickly dart around the room and exchange cards with everyone else there.  This way you can arrange the cards on the table in front of you, according to where they are sitting, to see who is who and you can check their rank and area of responsibility.  These are generalisations, but the CEO will be thinking strategy going forward, the CFO will be thinking protecting cash flow, the technical people will be thinking fit for purpose and the users will be thinking ease of application of the solution. Knowing roughly what the audience interests are is only a start.  To avoid giving a pitch into the void of not knowing what they want, you need to set up permission to ask questions.  They are expecting you to tell them about what your company does and what you can do for them.  Here is an example of how this could go.  “Dale Carnegie Training has been around for 109 years world wide and nearly 60 years here in Japan.  We are soft skills training experts covering sales, leadership, communication and presenting.  We have had a lot of success in Japan helping our clients to improve their effectiveness and grow their market share.  Maybe we could do the same for you, I am not sure.  In order for me to know if that is possible or not and to know which part of our line up best suits your internal needs, would you mind if I asked a few simple questions.  The answers will guide me on what I should present to you regarding which parts of our line-up will be the best match for your business?”. Once you have permission to ask questions, start with the people tasked with facilitating the meeting.  If they need more detail to answer your questions, they will involve some of the other experts in the room.  We won't get a lot of time to do this, as everyone is sitting there expecting a pitch which they can then flagellate within an inch of its life, by asking mean and nasty questions.  They won't be denied their Colosseum moment of throwing you to the lions for too long.  You will at least get enough information to know what to present and how to present it.  You won't get an answer at that meeting on whether there is any interest or not so don't push it.  They need to harmonise opinions on their approach and they will do this after the meeting.  Someone will be tasked with getting all of the feedback and bringing this to the most senior person.  Japan teaches you many things, especially patience!  

Step up to The Line. A podcast focused on highlighting the skilled trades.  Tune in every Monday for a new episode. -------------------------- WHERE TO WATCH: Youtube: https://youtu.be/8HWTKl0OTjc -------------------------- FOLLOW AMY: https://www.linkedin.com/in/amyrporter/ https://www.linkedin.com/company/dale-carnegie-training-of-central-indiana/ https://www.dalecarnegie.com/en/locations/indianapolis https://www.youtube.com/@Dale-Carnegie/videos FOLLOW JOSHUA: https://www.instagram.com/joshuadmellott?igsh=a3RxZmo3ZXJiMDV1 https://www.linkedin.com/in/joshua-d-mellott-0b0525118/ FOLLOW BLACKLINE:     @blacklineltd    https://www.instagram.com/blacklineltd?igsh=a2wwbzJ3Y3Jjd2o4  https://www.youtube.com/@blacklineLTD https://www.facebook.com/profile.php?id=100095504736514 https://www.linkedin.com/company/blackline-ltd/ https://www.blacklineltd.com/

Bill Soddy joins us on this episode of the CIBL Podcast. Bill is the President of Dale Carnegie Training of Central Illinois. Bill discusses the Dale Carnegie Training Programs and all the resources offered. He also details some of the trainings he is planning and how listeners can join in to level up their skills. The Carnegie programs are a great way to improve your personal and professional skills and all leaders can benefit from their resources! Dale Carnegie Training of Greater IL: https://www.dalecarnegie.com/en/locations/central-illinois

On this episode of The Founder's Sandbox, Brenda McCabe speaks with Kelly Breslin Wright, Founder & CEO of Culture Driven Sales. They discuss resilience and purpose related to the Culture Driven Sales methodology where Kelly Breslin Wright operates as a C-level executive, board director, advisor, and adjunct university professor.  Kelly Breslin Wright is an experienced executive and corporate board director for both public and private companies, with over 30 years of experience in leadership, sales, operations, and strategy roles. She has served as an Independent Director and Advisor for multiple Boards and has helped companies navigate multiple stages of growth. These include IPOs, enterprise expansion, CEO and leadership transitions, globalization, M&A, financings, business model changes, and global crises. She has a unique mastery of sales, go-to-market, leadership, transformation, strategy, growth and scaling, data and analytics, and culture.  As an operator, Kelly Breslin Wright served as President and COO of Gong, an artificial intelligence platform that serves revenue organizations to deliver insights at scale. There, she managed all go-to-market functions, including Sales, Customer Success, and Marketing. For nearly 12 years prior to Gong, Kelly Breslin Wright was Executive Vice President of Sales (Chief Revenue Officer) at Tableau Software (formerly NYSE: DATA). She joined as the company's first salesperson, where she grew Tableau's worldwide sales and field operations from zero to $850M in revenue and managed over half of the company's 3,400 global employees. Tableau was purchased by Salesforce in 2019 for $15.7B. Before Tableau, Kelly Breslin Wright spent time at Bain & Company, McKinsey & Company, Bank of America, Dale Carnegie Training, AtHoc, and Southwestern Advantage.  You can find out more about Kelly Breslin Wright at: https://www.linkedin.com/in/kellybreslinwright/   Culture Driven Sales Website: https://culturedrivensales.com/   University of Washington Foster School of Business Website: https://foster.uw.edu/faculty-research/directory/kelly-wright/   Winning the Board Game:   How Women Corporate Make THE Difference   Show transcription: 00:04 Welcome back to the Founder's Sandbox. The Founder's Sandbox is a podcast now in its second season. It's a monthly podcast in which I reach entrepreneurs and business owners that want to learn   00:33 about building resilient, scalable, and sustainable businesses with great corporate governance. I am Brenda McCabe, your host on the Founder's Sandbox, and my mission is really simple. By interviewing guests through their stories, I want to assist entrepreneurs in building those scalable, well-governed, and resilient businesses. Guests to my podcast are founders, business owners, corporate directors, and professional service providers   01:01 who like me want to use the power of the private enterprise, be it small, medium, or large, to create change for a better world. Through storytelling with a guest that will touch on topics that include resilience, purpose-driven enterprise, and sustainable growth, my goal is to recreate a fun sandbox environment where we can equip one startup founder at a time to build a better world through great corporate governance. Today, my guest is Kelly Breslin Wright. Thank you, Kelly, for joining me today.   01:31 Thank you for having me. I'm excited for the conversation. I've been pursuing Kelly for a number of years. And finally, we're making it happen today. So Kelly and I are going to talk about purposeful, culture driven sales. I'm going to give you a little background on Kelly. She is founder and CEO of Culture Driven Sales. She has promoted and led the Culture Driven Sales methodology as a C level executive,   02:01 public and private company board director, advisor, and adjunct university professor. She is an experienced executive and corporate board director for both public and private with over 30 years of experience in leadership, sales, operations, and strategy roles. We actually share a common past. We both originated from McKinsey and Company, where are paths crossed there. She has served as an independent director and advisor for multiple boards.   02:30 She's helped companies navigate multiple stages of growth, including IPOs, enterprise expansion, CEO and leaderships transitions, globalization, M&A, financing, business model changes, and global crisis. So we're in for a treat today. I asked Kelly to come because she really has a unique way of bringing in culture   02:58 behind sales. I think sales often times is a hidden or unwanted child. And I was amazed that none of my guests up until now has the expertise nor did they speak about sales. So it's the first time, Kelly, that you're gonna be talking to my listeners around your 30 years experience in sales. As an operator, Kelly served as president and COO at Gong, an artificial intelligence platform.   03:28 And we're going to talk a little bit about AI today. And prior to Gong, Kelly was Executive Vice President, Sales Chief Revenue Officer at Tableau Software. And it is formerly was on the stock exchange with the sticker symbol DATA. She was there for nearly 12 years. And she joined that company as the 10th employee. And we're going to listen to her story and what brought her to them.   03:57 So thank you again for joining me on the Founder's Sandbox, Kelly. Thank you for having me. You know, when we were just prepping for today's podcast, Kelly said, what actually made you wanna reach out to me? And it goes back quite a few years. Our first encounter was through a common passion serving on corporate boards. And you reached out to me to thank me for sharing my experiences that is in a book.   04:26 published and written by Betsy Berkhemer-Credaire, winning the board game, how women corporate directors make the difference. So I'm always thankful to people that do reach out unexpectedly and just thank you. And I finally, two years later, I've achieved what I wanted to get you on my podcast. So I am honored that you agreed to share   04:56 quite a few real world experiences that started while in undergraduate days and informed your career choices that led you to be the first sales person to join Tableau and number 10 employee. And while you were the CRO, the company went public. The learnings you continue to share as advisor, educator, board director, and executive to private and public companies are centered around your passion for culture-driven sales.   05:26 In preparation, I listened to a recent podcast interview on operators, building and scaling companies and your recruitment to Tableau. It had something to do with educational books. It also had something to do with grit and resiliency. And I work on resilience with the founders I serve as the foundational piece. And I wrote an article myself on empowering resilience   05:54 by unlocking your personal and enterprise value. I touch on three things, Kelly. I'm knowing oneself as a leader, having options and making choices, and finally being thankful. So can you share why Tableau asked you to join as employee number 10? That's going way, way, way back to the beginning of the career. Well, so,   06:20 it's interesting, you mentioned about selling books door to door. When I was in college, I knew I wanted to do something entrepreneurial and I wanted to be independent. And I came across this opportunity to run my own business selling educational books door to door. And that's what I did for my four summers when I was in college. And I think there are a lot of things, Brenda, that you had touched base on. One was sales. And we'll talk about that a lot today.   06:49 The second was resiliency. And I appreciate that you're always talking about resiliency because it's so critical, not only in business, but in life. And selling educational books door to door, when you show up at someone's house, you're not the most welcome person that they want to see that day. So there's a lot of doors that are slammed in your face and a lot of adversity that I dealt with in my 18 to 21 year old formative years.   07:20 taught a lot about resiliency of how to get yourself back up, keep on going, being able to learn to control what you can control and not worrying as much about the rest, a whole bunch of things. So we could talk about resiliency. Anyway, going back to how I started at Tableau, because when I was in college, I was known as this person that while everyone else was doing these cool internships or   07:48 They were lifeguarding at their home pool. I was talking to thousands of families, working 80 plus hours a week, running my own business. And people thought I was crazy, but I ended up making quite a bit of money. I paid for my undergrad, it paid for my first car, paid for my first house, paid for most of business school. And so later on in my career, when people were starting their first,   08:17 their startup or starting their own entrepreneurial venture. Oftentimes people would call me and say, hey, Kelly, you did that crazy job in college. They'd say, you sold all those books. Maybe you can help us. And that's exactly what happened at Tableau. So what happened at Tableau was the CEO of Tableau had gone to Stanford Business School and was classmates with a friend of mine from undergrad.   08:45 And so I had met him multiple times as Tableau was an incubation idea. And we had met actually at an Oscar party. And so when it came time to, to hire the first salesperson, there was this conversation of, Hey, maybe you should go talk to Kelly. And I remember thinking about resiliency and just raising your hand. When I first had that conversation and I looked at the job requirement.   09:14 Brenda, I literally didn't match anything on there. It was understand a lot about data, has taken multiple companies public, has been at companies that have grown to sizable amounts of revenue. And I had done none of that. So I think I'd had sales and hopefully the, smart and can think on your feet, hopefully that matched, but I didn't match any of the other things. And it really came down to,   09:41 having a passion about what the company's mission was and alignment of the values and how we wanted to work, which is how I ended up joining as the first salesperson. And then the story goes on from there. Wow. And you did just touch briefly on mission and we're gonna get to that in the next question. Okay. Yeah. So, so Tableau, 12 years, amazing. I admire that company.   10:08 A piece you wrote back in 2021, it's on your website and it will be in the show notes. It's called creating winning company culture by perfecting these two elements. You touch on mission. Often founders wait for later in creating a mission statement. And that they're either focused on for a client, a customer, their product or service, hiring a few of their team members   10:39 When does it make sense in your experience, Kelly, to create a mission statement? And what are those two elements you believe that create a winning company culture? That's a loaded question, but you've written about it. We're gonna hear it here on the founder's sandbox. Well, Brenda, I think that it's really important to have a mission from really early days.   11:04 And I think you're right in that companies often feel like they need to have, they need to figure out their product, they figure out the service, they figure out their operational cadence, they go get the first customers. But it can be very confusing if you don't understand where you're going. The way I like to describe it is building a business as you hire employees and as you get investors and   11:32 as you find your first customers and partners, it's building with these building blocks, similar to having a map. Okay. You have a map, you have to have a destination, you have to know where you're headed, because otherwise you can get very lost. And so although companies might not have their exact wording of a mission statement from very early days, it's important, I mean, I think it's important to have a mission right from the beginning. When I talk about Tableau,   12:02 Tableau from the time I started, the mission was help people see and understand data. And that was something that I really was drawn to, which is how I ended up joining as the first salesperson and employee 10 before we even launched version one. Because everyone then that we were hiring, our customers, the whole team was aligned on what it is that we were doing. What was the company's purpose? What was our why?   12:31 And what ends up happening is when companies are not clear on what that is, you might hire different people that all know you're building something in this space, but they may have very different ideas of the reason and the purpose of the company, the why of the company. And so it's really imperative to not only drive the alignment, but to also...   12:57 be able to make sure that the people that you're hiring to go on this journey with you are passionate and committed to what it is that you're trying to build. And if you don't have a stated mission, then everyone will come up with their own definition and reason for why you exist. And it's not always the same. And one thing, Brenda, that I really liked, like for instance, when you started off and kicked off this podcast, the first thing you said is at the Founder's Sandbox, our mission is this, and you explained it.   13:28 So everyone knows what it is that your, what your purpose is and why they're listening. And it's really important for companies to do that. But the mission isn't the only important part. So the two things is there's a mission and then also core values. Okay. Any companies that I meet with, they'll say, we're not gonna spend that much time on mission and core values, because then they're just words on the wall. You throw it up and it doesn't mean anything. Well.   13:54 If you're going to have mission and core values and they're just going to be words on the wall, yeah, then they're not going to work. They're not going to work and it's not going to mean anything. But it is actually really important to have them and help them guide and advise how you build your business, how you hire, how you engage with your customers, and then holding yourself and your teams accountable.   14:22 to make sure that you're behaving in a way that's in accordance with your core values or your operating principles. And I'm sure we can talk about that more as we go through. But each company that I have joined is very intentional about their mission and core values. And that helps them to be very intentional about how they build their culture and how they're guardians of that culture. Yes, and you actually, for your...   14:52 the course you're teaching in the Culture-Driven Sales Institute. You did a lot of surveys and interviews. Can you shed some light on some of the background? I think you talked about the 85 companies at different stages of growth. Tell us a little bit about what you found, those aha moments of particularly back to mission and core values. Yeah, well, so at Tableau, just to go back a little bit.   15:19 So at Tableau, the management team at Tableau had not built a business of that scale before. We were all doing it for the first time. And so we were in a space that was very disruptive and transformative. We were in business intelligence, we were doing data analytics in a different way. We had a different go-to-market approach of how we were actually handling sales. And there weren't companies to go look at to how to do it. So the way we were doing it as,   15:49 first time executives in a first time team is we were very clear, I mentioned on our mission, to help people see and understand data. And we had very specific core values that helped to drive the way that we were behaving. We were on a mission, we used our products, we kept things simple, and we could go through and talk about a lot of these other core values. Well, that is really what helped us to go build this   16:19 really transformative company. When I finished at Tableau and decided that in this next stage, I wanted to be able to help other companies to grow and scale and do work both in teaching as well as an advisor or board director. I wanted to figure out, well, how can I be the most helpful? What is it that companies actually need? And so I ended up meeting with the whole slew   16:47 of founders, go-to-market leaders and CEOs. So in that first year, I did, I sat down with about 85 founders and CEOs over the course of the next few years. I've met with maybe 135, 140. And I asked these companies some very specific questions. One of the first questions that I've always asked, because I'm so passionate about mission, and I just assumed that companies were doing it in the same way we did at Tableau. And I found out,   17:16 that that actually is not the case. So when I was meeting with companies, one of the first things I would ask these CEOs is, well, tell me about your mission. Tell me about your company why. What I learned was actually quite eye-opening. Some of these founders would say, our mission is to get 30% market share. Our mission is to get to profitability in X number of years.   17:45 or very operational KPIs. And so I'd say to them, that's not a mission statement. That doesn't rally around the purpose of what you're doing. And sometimes these CEOs would say, no, that is our mission statement. That's how we're rallying our team. And so that I kind of was scratching my head. That's not a mission statement. Even more interesting to this though, is often times these CEOs or founders would say, hey, Kelly, you're an expert in go to market.   18:13 we're having some lack of alignment and we need help of why we have our salespeople don't want to sell what it is our product team is building or our sales team is trying to sell something that's different than how the marketing team is marketing it. Got it. And so then I would say, well, let me talk to some of those other leaders. And I would ask everyone that I talked to, first question is, what's your mission statement? And this was what was so...   18:42 crazy. I would ask the CEO, I would ask the co-founder, I would ask the chief revenue officer, I'd ask the chief marketing officer, the head of product, what is your mission statement? And guess what? Almost all of the time, each executive that I would ask would have a different answer to what their mission statement was. Wow, at the same company. So crazy, even if they had a published mission statement. And that's when I realized, oh,   19:12 People are just using these as words on a wall. And then you wanna know, well, why is a company not aligned? Well, if you have a product leader who is driving the engineers according to one mission statement, and you have a sales leader that's going and trying to engage your customers with a different mission statement, well, duh, you're not aligned if you're actually training your teams and advising your customers that you do something different.   19:42 And that was a huge aha. And the same thing was true for the core values. And so it is actually, here's just a main takeaway. Okay. Companies need to realize that the corporate strategy is very intertwined with the go-to-market strategy. Got it. Many companies think of their corporate strategy is often very aligned with the...   20:12 product strategy, but it all trickles down to how are you hiring? How are you engaging with customers? How are you making sure those customers are successful? How are you telling your story on your website and how you engage with your investors and in the world? And that go to market strategy goes all the way back up to the corporate strategy and all starts from mission, vision.   20:41 What is your company's story? What is your company's why? And we need to roll that all together. And that's a lot of what I teach in my course on culture-driven sales. That's a lot of how I end up helping companies when I'm advising or on the board. All right. So I often pride myself on my guests bringing in some practical tools while in the interview.   21:11 alignment of strategy with the culture. All right, we get that. Corporate strategy is very intertwined with sales strategy. And again, depending on the stage of the company, what do you see as key takeaways? I mean, how do you recruit? Is it dependent upon stage of the company? What are those KPIs or what are those core values? How do you measure? So can you walk us through some specific examples and tools that you perhaps used at Tableau?   21:42 on bringing in the mission to the core processes, hiring, training, the sales motion. What are those behavioral elements that you would include in your managing your teams, as well as growing the company? Yeah. Well, Brenda, I think it is really important to be able to have very specific hiring and performance management tactics that help to make sure you're managing that.   22:11 bar of your mission and value. So here are some very specific things. And I can give kind of tangible examples. Like for instance, companies should be using behavioral interviewing. And what happens is many companies are focused so much on the experience and the resume skills that they're looking at, has someone done this job before? Have they been successful in doing this exact   22:40 thing that I need, whether it's enterprise sales or have they been a CFO before, depending on whatever the role is. But it's really important that everyone can do behavioral interviewing. Now behavioral interviewing can be kind of tricky. The first thing you need to do is you need to make sure that you understand what behavioral traits you're trying to flesh out and be very specific on that. And then training everyone that is in the interview process on   23:08 How do you do behavioral interviewing? Now, some of the things that to do with behavioral attributes is look at the most successful people in your company, what are the behavioral attributes that they have, and then how do you interview and flush that out in the interview process? So that's example one, and we can do a little bit more there. Number two is how...   23:36 can you make sure that your core values are being identified and fleshed out, not only in your interview process, but in performance management? So I'll give a very specific example. At Tableau, one of our core values were like the first core value was we build great products, second core value, we use our products. How do we flush that out? In at Tableau, I had.   24:06 at the end, maybe 1800 people on my team in the GoToMarket organization. Virtually every single one when they were hired during the interview process had to do a demo on Tableau because our mission was we help people see and understand data. Our product was so easy, everyone could use it. And typically in software sales, it's the sales consultant or the sales engineer   24:34 that does the demo. But in Tableau, it's so easy, we wanted everyone to use the product. So here's an example of what often would happen, especially for someone that was more experienced and further along in their career, we would give them the assignment of, we need you to go download the product, takes 90 seconds to download, go find your own data set or you can use our sample one and do a demo. And this is gonna be one of the interview stages.   25:04 And sometimes people would be very excited about it. Other times people would say, hey, you know, Kelly, I'm interviewing with a ton of companies. And if you hire me, then I will learn the product, but I'm not gonna spend tons of time to go learn the product in the interview process. And the answer there, you can imagine Brenda, was thank you very much. The interview process is done.   25:33 And yeah, because, and that was a few things. One is our mission is we help people see and understand data. We want people that are super excited about that. So if you want to work here, we want you to be very excited about understanding what it is that we do. And if you're not going to do that in the interview process and you're not really that passionate about our mission. But secondly, we wanted people who were going to be all in and be able to use our product.   26:00 And that was one of our core values that we fleshed out very early on. So there's ways that you can look at that. Another tangible is in the annual performance review, it wasn't just the work that you did, but in our annual performance review, at most of the companies that I've been involved in, one of the checks are how much are you abiding   26:28 and embodying the core values of the company. People didn't get promotions, they didn't get pay increases, they didn't get high ratings unless they were living every day according to the core values of how they interacted with the internal team and with the customer. So those are some tangible ways to summarize again, behavioral interviewing flesh out the core values in the interview process.   26:58 and make sure that those core values and adherence and passion about the mission are part of your annual performance review process. Thank you very much. Three practical tools when you're scaling your organization, not just in sales, the entire organization. That's very, very helpful. You've recently launched Culture Driven Sales Institute.   27:28 And I know in one of the podcasts that you've been a guest to, you talk about storytelling and that a salesperson has to have at least three stories. So I wanted to do a practical exercise here today. Give you a bit of your own medicine, right? Which is you've started a culture-driven   27:58 that you would tell about. Yes. Well, so let's back up a little bit and why storytelling is so important. Thank you. I think what happens is when companies think about selling their product, they often are so focused on the what and the how, they miss the why. And the why comes back to why the mission is really important. Because   28:28 Well, when you think about not only employees, but for customers, customers want to understand why a company exists. Because what people don't realize is that the whole process of purchasing is very emotional. People use logic to do their research, to make sure that that product or service has everything that they need. But the lion's share of why someone actually makes a purchase decision,   28:57 is actually emotional. And so companies need to be emotionally connecting with their prospect and their customers. Think about this on a very tangible level. Just think about it separately of why you as an individual would buy a house or why you would buy a car. If you're looking for a house, you know you want it in this neighborhood, you want this number of bedrooms, you want this amount of square footage, this amount of bathrooms, but in the end,   29:26 you have to like feel it with the house. It's an emotional connection with that house. And this is the same reason that people buy, even if it is a software or an enterprise product or whatever it is that people are buying, a system or consulting, you need to feel it with the person and company that you're going to be interacting with. And it's shown in, if you look at research,   29:56 had done a whole survey to understand why people buy a certain product or service, most companies behave as if it is the specs of the product or service and the price. And as it turns out, those are two reasons why people buy. But the largest reason why people buy is actually their engagement and experience with the company. So this is really important to think about. So now going back to the stories.   30:25 The stories are, well, you want to be able to communicate the company story. You want to be able to communicate the individual, your personal story, and then also your customer story. So three stories, company story, personal story, and your customer story. So if I were to talk about it specifically for me, the company story of why I founded culture driven sales in the first place was.   30:54 What I realized is companies were just focused so much on the what and the how, focused so much on operational processes and operational execution and all these tactics. And they were missing the real reason of why companies buy, which is tied to   31:19 having an integrated go-to-market strategy that ties back to the corporate strategy, coming all the way from mission, vision, company story, values, but then how that ties into how a company tells their company story. What are your unique differentiated value propositions? Who is the ideal customer profile that you're trying to reach?   31:48 And then what is the best sales approach to be thinking about it? Companies were often asking me, well, how can I go get my specific sales? Hey, Kelly, just help me with, should I be enterprise sales or a different motion? What should be on my sales operational tactics? And they were getting in at such a detailed operational level, they were missing that high piece, which helped guide the strategy on the go-to-market strategy. So this is why.   32:16 I founded Culture Driven Sales in the first place. The second reason of my personal story is why was this important to me? Well, when I talk about what we did at Tableau, remember we discussed how this was the first time I had built an enterprise software team. And the first time that I had been building a company from zero up to a public company.   32:46 We had a team that we were so focused not only on building a great company, but thinking about our high priority was we want to build a great place to work. We were intentional on creating a great place to work with a great culture where people felt like they could bring their authentic self and be able to really build their career at Tableau. That was as important a goal to us.   33:15 as it was to go build a huge sustainable business that was creating great products for our customers and good returns for our investors. And what I realized was not all companies were thinking about that, but we were creating this movement where our customers were really excited and our employees are really excited. And this is something companies want to do, but they just don't know how to do it.   33:45 by putting culture at the center is really important. And so having culture drive sales rather than just focusing on your sales and thinking culture will just fall out on the backside. Culture isn't just a derivative that happens. You have to be as intentional and thoughtful about culture as you are in driving all of your other strategic priorities as a company. So that is the whole company story.   34:12 And then my own personal reason, my personal story for why I did it for a customer story is customers are actually realized that they get better results when they do this. And so when I'm on these different boards, oftentimes companies are saying, you know, how, like what, what, one specific example is oftentimes a company will say,   34:41 Well, how can I do this myself? If you look at their website and then you look at the website of their five competitors, they might all look identical. You take their name and their brands off and they all say that they're doing the same thing. But when you weave the company's story into it and their unique differentiated value propositions, that company gets more of a personality. It actually is unique. And that is what...   35:10 can really help to light up these individual companies so they can be different, they can be unique, and they can understand how they're gonna go and differentiate themselves across everyone else in the noise when they go and focus on culture more than they have before. Yeah, so what maybe, you know, biodegradable chickens are largely made by emotional, right? Okay, so.   35:38 One of the things that we did that was very different at Tableau is we did storytelling training. Okay. Many companies, they do when they're training their salespeople, they do customer centric selling, they do spin selling. They're trying to talk about solution selling in a way where it's really more about pitching the wares of the company. When you're really focused on the customer more.   36:06 you want to do storytelling because we've already established that it's an emotional type of cell. So we did a very atypical type of training. We brought in storytelling training and we taught people, well, how can you learn to tell stories? More about the company's why, more about the customer story, more about your personal story. And it was very interesting what happened is after this two interesting derivatives came out of this is   36:35 Our employees said, wow, this is not a typical sales trading. This is a communication trading that's helping me to communicate with not only my prospects and my customers, but everyone in my life, my family, my kids, all these things, because sales is about communication and emotionally connected. So that was the first derivative of our employees said, this is really useful.   37:05 The second derivative that came out of this is we had our customers came back and they were saying to me and my team, huh, why is it that Tableau is selling in such a different way? It seems like the Tableau salespeople are understanding me and my problems and my company in a way that others are not. And it was because when you're storytelling,   37:31 you're really emotionally connecting in this more deep communication way. It's not just twitching your wares. This is why you should buy. Here are all the things that we should do. And companies want to really be able to strive to do that. And the companies that do this well, they're often talked about that they're creating a movement. They're doing something transformational and disruptive where they're bringing these customers in that really wanna be   38:01 part of that whole aura, rather than just buying the widget in a transactional way. It's a way to really connect with your customers in a much deeper, more meaningful way. Thank you. You heard it here. Storytelling training. This is fascinating. Going to switch gears. Let's get back to the corporate boardroom. All right.   38:28 The right you check so many boxes. So you with scaling companies. They start out with advisory boards, but when they're at their first fiduciary fiduciary board of directors, what would you be seeking in a high performing company, Kelly, for this important milestone in terms of all the nuggets you've provided today, mission, core values.   38:57 storytelling, what are some of the nuggets you'd want to bring into the boardroom at the fiduciary board level?   39:06 at the board level? Well, that's a really wide question. I think there's a couple things, Brenda, to consider, especially if people are considering adding board directors or for those in the audience who are considering maybe being a board director yourself. Okay. First thing is companies will often have a board matrix. They'll have their idea of what are the different skills that they want to have represented   39:36 on the board. And so if you're a company, you want to be able to be thinking of what are the different skills and experiences that you want on the board to be able to help guide your executive team and your entire company. So for instance, for me, I brought, I've been a strategic consultant, so there's strategy. Strategy is a very big part of what happens on the board to help   40:06 the company think about their short and long-term strategy. Two, I'm a go-to-market expert, I'm in sales. And many boards will have different experts in different disciplines. So pretty much every board will have a former or currently sitting CEO to be a CEO coach or mentor. Oftentimes there will be a financial expert who was a CFO or worked at one of the big audit firms.   40:36 because they might be chair of the audit committee to help drive all of the financial and regulatory issues that are on there. And then oftentimes they'll have a product person that helps them with the actual product. My expertise would go to market for sales and marketing and branding. And you want different members on the board to have different expertise. So you can bring that and have resources for all those different areas of knowledge   41:05 will help to upscale and scale your team. The next piece is you want to be able to have a culture in the boardroom that is reflective and complimentary to your culture as a company. So you just in the same way, you want to do behavioral interviewing for your employees to make sure that the employees...   41:31 are aligned and operate in adherence with your core values and are passionate about your mission, you want that in the boardroom too. You don't want people that are just gonna tick the boxes for experience and resume, but they're passionate about what it is that your company is doing and that they will behave in a way that will help to further those core values and the culture. The last thing that I'll say is,   42:00 You want to be able to have discourse and open conversation in the boardroom. Yes. And you want to be able to promote diversity of thoughts and ideas so that you not only can have different experiences represented in the boardroom, but you're going to be able to have different respectful conversation so that the best idea wins.   42:29 and that you can have board directors who will challenge your way of thinking and ask questions to make sure that you're getting that top performance. And many companies, they think they want that in the boardroom, but they actually operate in a way where they want more yes people on the board. Just people to validate and say yes and agree, that is not going to be the most effective board.   42:57 You actually want people in the boardroom who are going to be able to challenge your way of thinking to call you when there may be a better way to do things. And of course, they're not the ones ultimately making the decision. You as the operators are going to make the decisions, but you want to have a respectful discourse where people are going to be able to challenge the way of thinking.   43:27 rather than just have a stamp of approval.   43:32 Excellent. Thank you for changing course there. So skill matrix, largely functional, strategy, finance, go to market sales, prior CEO or sitting CEO, culture in the boardroom, that is reflective of the company. So actually choosing and through the interview processes, right? For the corporate boardroom. I like that. And then finally, diversity of thought.   44:01 Right. First thing you thought is really important, not only in the boardroom, it's important inside the company too. And that is when we go back to having the best culture and behavioral interviewing, all of those kinds of things. Remember when you're thinking about culture, companies evolve. So in the past, people talked about cultural fit. I don't like to use that term because cultural fit is they're fitting into the mold of what the company already is. It's more of.   44:30 Are they going to be culturally additive to help to abide by these core values and to help to continue to grow and extend the culture in a way that you're scaling and growing into your next space? Thank you, Kelly. I want to ask you a question because last night when I was preparing the Zoom, we record this on Zoom platform,   45:00 they now have generative AI. And it is the presence of AI for me as an operator on my podcast and other materials that I generate myself, it's quite overwhelming and kind of intrusive. So I tried to turn it off, right? I was unable to. So after this recording, we'll have AI generated summary. How do you see...   45:30 AI's role in sales motions. And can you share your experience while perhaps you served as president and COO at Gong, which is indeed an artificial intelligence platform that serves revenue organizations to deliver insights? Just bring some light and maybe I'll be less overwhelmed. Well, I think Brenda, anytime you're introducing a new technology,   45:58 There is a transformative time because things change. And a lot of it has to do with change management and people just accepting that new technology. And you can think about that with, it took a while for people to accept new cell phones and smartphones. If I think back to early days at Tableau, for people to say, wait, you're going to collect all my data?   46:22 Are you, oh my goodness, no, there's the privacy and all of that. Now that's the same thing that's happening now with generative AI. Okay. Saying, Oh, it's a little scary. It's a little big brother. I don't want someone to be looking at all of this data and information. It seems a little creepy. And this is just typical of technology evolutions. You have the first movers who are the early adopters.   46:49 And then you have the rest of the world you ask to get comfortable with that. So, so Brenda, you shouldn't feel bad. It's just, there's many companies that are saying, Hey, I'm not sure that I'm really comfortable with it. I think the next thing though, is it's interesting for companies to look at it in a different perspective and see generative AI and AI overall. It's here to stay. It is not going away.   47:17 and it's going to transform businesses and transform the way we do work in a pretty meaningful way. And so you can push it, but it's gonna catch up anyway. So the companies who are actually going to do the best are going to be those who embrace the new technology and figure out how they can make it beneficial to them and help get through that change management faster.   47:46 Now you asked a specific question about how is it going to transform and augment go to market and sales. Yes. If you think about a sales person, salespeople have to know so much. I mean, when you're interacting with a company and a prospect, you have so many conversations, you have emails, there's texts, there's so many different things and there's their. Customers are going to your website. They're putting in.   48:15 report and support questions and tickets and all of this. And it is very difficult for any one human being to actually recognize, synthesize, and know everything that's going on with all those customer interactions. Okay. And from a sales way, if you could as a sales person actually have a technology that would help you to understand   48:43 What is this customer a prospect? What are they most interested in? What are their key issues and problems and challenges? What are the main things that they've been bringing up consistently on all of these prior conversations and sales calls and interactions and support tickets? And it was able to say to you, Hey, this is what you need to know. Okay. Then it, then it doesn't become scary anymore. Then it becomes, wow.   49:11 I am helping someone as my own personal assistant to do my job faster and more effectively. And that is what AI does. That's what Gong does, is Gong takes all the interaction with the customer and helps to tease out what are the most important things that you need to know. And now it can even be more of an assistant of I'm writing an email to you as a followup for this call.   49:37 Well, the AI will actually tell me, here are the most important things we talked about. It might even draft the email. And then it allows me to have more time to help my customers and less time having to parse through all of these disparate sources of information and content to try to remember, or sometimes it's not even remembering because I wasn't even involved in all those conversations. So you should think about AI as a way   50:07 that is a personal assistant to help you be faster, more effective, and you can always change it and you can augment it and you can edit it, but it's helping you to do your work faster and better and more effectively. Excellent. Productivity. Productivity, yes. Helping productivity. Wow. So the show notes are actually generated in Zoom. I have...   50:36 use a different platform myself, Riverside. But you should see how it works. Yeah, and it's amazing. Yeah, and it was in beta and now it's fully, so I was like, oh, that saves me at least two hours of running things. It saves you two hours of time. So ask yourself, it seems scary and overwhelming, but if it saves you two hours, then one, you have two hours of your time back to do more meaningful work.   51:04 but it also might give you a bunch of good ideas of synthesizing the content in ways that you hadn't thought of, or it might actually bring up something that you would have missed. So it's making you more effective at your job, but you are still in complete control because you can use it or not use it, right? So it's just helping your productivity. Thank you, thank you. Well, we're...   51:28 This is the time that I want my guests to have an opportunity to provide some contact information on how to reach you. It will also be in the show notes. Would you like to share some contact details? Absolutely. There are two of the best places to reach me. The first is on LinkedIn. Please go find me, Kelly Breslin-Wright on LinkedIn. Connect to me. Reach out. Send me a message. And would love to be connected there.   51:57 The second is on my website, which is cult Just the three words, cult There's tons of content there. There's a lot of tips and tricks and podcasts and speaking bits of what we have talked about there. There's also a contact form on that website. If you would like more information, if you would like to do one of my workshops for your company, if you have any kind of questions,   52:26 or would like to engage in a different way, please go visit the website and I look forward to hearing from you. Thank you, Kelly. So I'm bringing it back to the Founder Sandbox now in the second season. I do ask each of my guests to share what the meaning is of certain areas of work that I work with founders on, which is resilience.   52:56 purpose-driven enterprise and sustainable growth. So not one guest has the same definition which makes it so rich. What does resilience mean to you? We kind of started the interview around the grit and resilience you had selling educational books. I think resilience, if we go back full circle to where we started, resilience comes back to one, being able to bounce back, being able to   53:26 control what you can control because there's a lot of uncontrollables. But resilience also means embracing failure and growth with the growth mindset because we learn a lot more from our failures and where things go wrong and our challenges, often than we do from what goes right. And resilience is being able   53:52 to be elastic in that way of not everything is going to be perfect and be able to continue to grow and develop. So that would be my answer on resiliency. And what about purpose driven enterprise? What does that mean to you? Well, purpose driven enterprise. I mean, this is a very easy one for me. I teach class on culture driven sales. Much of that is helping companies to really think about   54:20 What is their mission? What are their core values? So that they can understand and operate in accordance to their company's why, be able to communicate that. And so much of this means is, if you look at what is engaging employees the most now, yes, employees want to be employed at a company where they can identify with the mission and the purpose.   54:48 where they can see how the work they're doing, they're not just a cog in the wheel, but they're actually contributing to have an impact on a larger purpose. So this is important for the employees. The thing though, when it comes to purpose-driven enterprise, it's important for all of those different communities as well because it's not only the employees, it's the prospects, it's the customers, it's the investors.   55:17 it's the communities in which we serve, people want to understand who is it these companies that they're dealing with? And do they believe in the purpose of what that company is? So it's important for not only the culture side, but these purpose-driven enterprises, they're the ones that are getting much better, proven, factual results. The data shows.   55:46 The person driven enterprises are actually the ones that are doing better, getting better performance. Amazing. Sustainable growth, not to be confused with sustainability, but sustainable, scalable growth. What's that mean to you? Yeah. Well, with this for sustainable growth, it's interesting because there's always a balance between doing what's important right now for the short term.   56:15 And also making sure that you're looking far enough out into the future. And the things of this is if you think about companies, companies are building day by day. So one of the tidbits that I often will give companies is don't get too ahead. Don't go too far over your skis because companies are built day by day. And oftentimes there might be a smaller company. I deal with a lot of   56:42 startups or hyper growth companies and they'll say, hey, I want to be a public multi-billion dollar company and they might be at a hundred million now. Well, you're not going to get there overnight and you have to remember that companies are built one day at a time. So make sure you don't go too far at the same time though. You need to balance and say, okay, sometimes people get so looked at what is sitting right in front of them.   57:11 They forget to see the forest between the trees and they're only focused on, well, I'm gonna do this today, I'm gonna do this this week, I'm gonna do this next month. And they end up adding a whole bunch of operational processes and systems that then in six months or a year or two years from now, they're gonna have to rip out and redo. And so we need to be thinking, well, as we add, is this something that is going to help create   57:41 like the baseline of where we're going to go. So it's always a balance of make sure you're not getting too far in advance, but make sure you're not getting too stuck in the weeds today. And I think that if you can balance out those two, then you can really have sustainable growth. Yeah, so thank you so much. This is truly from the voice of an operator. I appreciate that. Last question, did you have fun in the sandbox today?   58:09 I did have fun in the sandbox and Brenda, it's always good seeing you. I appreciate the conversation and looking forward to continuing to connect with people that are going to go play in your sandbox. Thank you. So to my listeners, if you liked this episode with Kelly Breslin, right? Sign up for the monthly release. We're founders, business owners, corporate directors and professional service providers.   58:37 help to share their lessons on how to build with strong governance, a resilient, scalable, and purpose-driven company to make profits for good. Thank you, signing off for this month. Have a great day.  

Emerging technologies like AI are reshaping the way businesses interact with their customers, while rapidly shifting expectations demand adaptable, emotionally intelligent leaders. Joe Hart, CEO of Dale Carnegie Training, understands this dynamic landscape. His insights on managing change, embracing technology with a human touch, and cultivating a customer-centric culture offer a roadmap for customer experience leaders. Blake Morgan is a customer experience futurist, keynote speaker, and author of the bestselling book The Customer Of The Future.

Episode 281: Merle Heckman, Ph.D., is the Chief Culture Officer and a Master Trainer at the Dale Carnegie Training of the Heartland.  He joined us on our podcast to give us a preview of his 2024 Ohio Safety Congress presentation titled, Overlooked to Influential: Dale Carnegie's Guide.  For more info on OSC24, visit the website at: https://www.ohiosafetycongress.com/ To contact Merle, you can email him at: merle.heckman@dalecarnegie.com For more information about the PCSC, visit their website at:  https://portagecountysafetycouncil.com/  

Today, we will be joined by Bob Ganzak, certified trainer and instructor of Dale Carnegie Training.

Réjean Gauthier est le guide qui accompagne les entrepreneurs et les gestionnaires d'entreprises dans ses entrevues. Son émission est axée sur l'échange de savoir, la collaboration et l'épanouissement personnel & professionnel. Réjean a le bonheur d'échanger avec des gestionnaires et entrepreneurs de tous les domaines. Plus de 560 entrevues depuis 2017, qui se sont déroulées telle une discussion entre amis, sans prétention et dans une atmosphère détendue. https://www.danslajungledesaffaires.ca/fr Durant son cheminement professionnel, Réjean a fondé 14 entreprises et ce dernier compte maintenant un réseau de plus de 16 000 acteurs du monde des affaires. Il est l'auteur des Best Sellers Dans la jungle du réseautage tome 1 en version originale et Dans la jungle du réseautage tome 2 qui s'adresse aux étudiants post-secondaires. Réjean est propriétaire la maison d'éditions KARR 4.0. https://karr40.com C'est en 2013 qu'il créé le concept de formations et conférences « Dans la jungle du réseautage » afin de partager ses expériences de réseautage d'affaires. Ce que les participants lui disent le plus souvent après une conférence ou une formation, c'est que son message est pratique, présenté de façon simple et surtout d'une manière très ludique. Il dit répète souvent que l'important c'est d'avoir du plaisir. Il est diplômé deux fois du programme international « Dale Carnegie Training » et il est aussi consultant certifié auprès de Nova Global. Pour en apprendre davantage sur lui, consultez rejeangauthier.com #coach #coaching #formation #entrepreneurensérie #podcast #québec Les entrepreneurs sont l'épine dorsale de l'économie canadienne. Pour soutenir les entreprises canadiennes, abonnez-vous à notre chaîne YouTube et suivez-nous sur Facebook, Instagram, LinkedIn et Twitter. Vous voulez rester au courant des derniers podcasts et actualités #entrepreneur? Abonnez-vous à notre newsletter bimensuelle.

Salespeople are carrying around a lot of baggage with them when they visit clients. The smooth talking, dodgy sales person trying to con us, is the folkloric villain of the piece. Reversing that doubt and hesitation is critical to gaining acceptance as a valuable business partner for the client. This entire problem is magnified when we meet the client for the first time. Because the client's don't know us, their default position is one of caution and doubt. We have all grown up being rewarded for being risk averse and so we are resistant to change. The new salesperson represents “change” – because they are asking the client to buy something new or to change suppliers. So that we can properly serve them, we need to breakthrough that mental protective wall erected by the client and establish trust and credibility,. Great – but how do we do that? Try crafting a Credibility Statement. This is a succinct summary that will grab the attention of the client and help to reduce their resistance to what we are offering. It unfolds in four stages: First we give an overview of the general benefits of what we do. For example, “Dale Carnegie Training helps to deliver the behavior change needed in the team that translates into improved results”. Next we need to quote some specific outcomes, as evidence that we are a credible supplier of services. So we now might say something like this, “An example of this was where we helped XYZ company, a very high end retailer with training their entire sales staff. They are now enjoying a 30% increase in sales”. Now, we introduce an important suggestion that makes this benefit and result summary relevant to the listener. “Maybe we could do the same for you?” Finally, we need to create a “verbal bridge” so we can move on to questioning the client about what they need. In Japan, a lot of buyers expect to control proceedings, such that the seller turns up, gives their pitch and then the buyer happily shoots it full of holes. What Japanese buyers are doing is trying to ascertain the risk factor of what you are proposing, by disparaging everything you have just said. They now want you to provide answers that eliminate their fears. You are immediately on the back foot. The client, not you, is controlling the sales process. Good luck with that and let us know how that is working out for you? To break this pattern (which has a very low success rate), we need to ask pertinent questions and find out what they really need. In order to do that, we need to get their permission to ask questions. This transition into the questioning part of the sales process is absolutely critical.   Don't miss this: in Japan the buyer is God. Hence, buyers here may feel our questions are impertinent, intrusive and unnecessary, so we must gain their permission to proceed. Every single time I have been forced to just give my “pitch”, because the buyer has denied me the opportunity to ask questions, there has been no sale achieved. We need to better skilled, to get them to allow us to fully understand how we can best serve them. That is why we need to be asking questions and listening carefully to their answers. So that we can make that transition, after saying “Maybe we could do the same for you?” , we softly mention, “In order to help me understand if we can do that or not, would you mind if I asked a few questions?”. We say this, almost as a throw away line. No big deal, nothing to see here. When they agree, we are now free to explore in detail their current situation, what they aspire to, what is holding them back and what would success mean to them personally. If you don't ask these questions you have little chance of convincing the client you can help them solve their problems. Amazingly, the majority of sales people don't ask any questions, but just blab on about the features of their product. I had a sales presentation given to me recently here in Tokyo by the Sales Director of a software vendor and after some initial pleasantries, he plunged straight into walking me through his powerpoint presentation of the functionality of his solution. Forty minutes later he finished. Not one question about my needs or about my difficulties – nothing. Amazing – he was an experienced guy who had always been in sales! Come on - as salespeople, we all have to do a lot better than that! So putting it all together, the sequence flow would be like this: “Dale Carnegie Training helps to deliver the behavior change needed in the team that translates into improved results. An example of this was where we helped a very high-end retailer with training their entire sales staff and they are enjoying a 30% increase in sales. Maybe we could do the same for you. In order to help me understand if we can do that or not, would you mind if I asked a few questions?”. This Credibility Statement should be short (under 30 seconds), delivered fluently and confidently (no Ums and Ahs). This takes a lot of preparation and practice because it is so short. Every word is vital in the design stage and we must deliver it perfectly. It can also be multi-purposed as an ideal “elevator pitch” for those occasions when we have to briefly explain what we do. This might be face-to-face or over the phone. If it is over the phone, then we would drop the permission to ask questions part and instead ask, “Are you available next Tuesday or is Thursday better?”. Unless your product is specifically suited to being sold in that way, don't sell solutions over the phone. Instead, secure a day and a time to meet. That is all we should be aiming for – the appointment. I was talking to some clients in the pharma industry and recently hospitals here in Tokyo are restricting salespeople to just one day a week to see the doctor. See the doctor being the key word here because they only get one minute of the doctors time! I gave them some Credibility Statement strategies for dealing with that nanosecond window using our Dale Carnegie sales system. What is said in that brief encounter has to have a hook so sufficiently attractive, the doctor wants to hear more. Therefore the design is so important and so is the delivery in this extreme case. Regardless of the industry, turning up and blurting out your random whatever is a joke. Are you properly planning your sales conversations or are you constantly winging it? Stop winging it and get serious about sales. The driving objective of sales is to solve client's problems. We need to establish the client relationship based on a professional, competent first impression. The Credibility Statement does just that and opens the door to permission to find the issues, offer solutions and serve as a trusted business partner. So key action items from today: Craft your Credibility Statement very stringently – each word is gold and treat it as such Practice the delivery over and over so that it is confident and smooth Always ask for permission to ask questions before you say one word about your solution line-up Apply these ideas and join the top 1% of professionals in sales.  

What's in this episode:- Managing and motivating your team- Decreasing expenses with good culture- Separating your sales team- Dealing with rate increases- Reviewing with your clientsUpcoming Virtual Summit on September 27th: https://www.insuranceroleplay.com/summitAbout Jeremy:Jeremy Olson has been an Allstate agent since 1997. He has multiple locations in the state of Washington and has grown his book from scratch to $56 Million in premium, and has a team of almost 50 licensed agents. He is also the Co-Founder of the insurance training company, Role Play at the Olson Agency (RPOA).His passion for this industry started when he was a very young child, as his grandfather was an agent for over 30 years and his father for 45 years. He loves this industry and is focused on teaching others what he has learned. This desire to share with others is what led to Jeremy launching the RPOA training platform in 2019 with Kristin, his business partner and the GM of his agency.About Kristin:Kristin Isaacson is the Team Coach and General Manager at The Olson Agency. She is also the Co-Founder of the insurance training company RPOA. She holds 20+ years of experience in sales, working at notable companies like Nordstrom, US Bank, MetLife, and Dale Carnegie Training. It was at Dale Carnegie that she found her passion for helping people grow in the area of soft skills development and earned her certification as a Dale Carnegie Facilitator. This brings a unique background and flair to what she does in the development and management of her team. Kristin's passion for continuous improvement creates an innovative and creative approach to giving honest feedback that paves the way for individual improvement. She always speaks from the heart and never gives up, and that is evident in everything she touches, down to the tiniest details. Contact Jeremy and Kristin:Facebook: Role Play at the Olson AgencyCatch the full video of this conversation: https://youtu.be/gvrP6gUdcbALAST DAY Join the 30 in 5 Life Insurance Challenge www.weaversa.com/30in5earlybird or text 816-727-7610 #30life for more informationText BUZZ to (816) 727-7610 to connect directly with us and share your favorites from the episode or learn more about upcoming events and challenges happening in our industryJoin Weaver Sales Academy: https://www.weaversa.com/Follow Michael & Courtney on social media:Facebook: https://www.facebook.com/mandcweaverInstagram: https://www.instagram.com/mandcweaver/Youtube: https://youtu.be/gvrP6gUdcbAMichael LinkedIn: https://www.linkedin.com/in/michael-weaver-a2940095Courtney LinkedIn:  https://www.linkedin.com/in/courtney-weaver-4b8139a0/

In this episode of Partnering Leadership, Will Bachman, host of the Unleashed Podcast, interviews Mahan Tavakoli. Will Bachman is the co-founder and Managing Partner of Umbrex, a global community for top-tier management consultants. During the interview, Mahan Tavakoli discusses his work with CEOs and leadership teams, providing insightful examples of his strategies for fostering team collaboration and alignment to execute organizational strategy effectively. Listeners will gain valuable insights into Mahan Tavakoli's journey as a leadership coach and consultant, from his early days as a trainer and salesperson at Dale Carnegie to his role as the chief strategy officer. Mahan also discusses a personal decision that led him to focus his initial consulting and coaching work on the Greater Washington, D.C. DMV region.Additionally, he shares tips on how leaders can become more effective storytellers and lessons he has learned from the most successful CEOs he has worked with and interviewed for his podcast. Drawing from his experiences, Mahan highlights patterns and behaviors observed among successful leaders. Whether you want to enhance your content strategy, improve your storytelling skills, or gain insights from successful CEOs, this episode is packed with valuable lessons. Discover the secrets to promoting content in a noisy world and reaching different audiences.Gain valuable knowledge from Mahan's experience as the chief strategy officer at Dale Carnegie Training.Learn effective storytelling techniques from recommended books and resources.Get tips on promoting a podcast and leveraging the platform's audience for maximum impact.Gain insights from interviews with CEOs and authors, including their unique perspectives on leadership.Connect with Will BachmanUmbrex Unleashed Podcast Will Bachman on LinkedIn ReferencedPartnering Leadership Conversation with Mark Schaefer on the Power of CommunityConnect with Mahan Tavakoli: Mahan Tavakoli Website Mahan Tavakoli on LinkedIn Partnering Leadership Website

In this episode, Pete interviews Andrew Carrington, the founder of Sleep Nerdz, to delve into his remarkable journey and unwavering passion for perfecting his craft.    Having spent decades on the retail floor, Andrew honed his skills as both a store owner and associate. His relentless pursuit of perfection led him to develop a unique sales process, driven by his newfound fascination with the importance of quality sleep, which was sparked by an encounter with a man named Mark.   Andrew's expertise caught the attention of Ergomotion, a leading manufacturer of adjustable bases, who recognized his potential and hired him as a trainer. Here, he immersed himself in refining his skills, undertaking the prestigious Dale Carnegie Training and earning the title of Sales Champion in 2019.   Continuing to refine his presentation and nurture his passion for sleep, Andrew's reputation as an exceptional trainer spread like wildfire. Corporations soon sought him out as their keynote speaker, eager to benefit from his avant-garde insights and unparalleled training sessions.   Not content with just training associates, Andrew's next endeavor took him to Mattress Firm, where he expanded his reach by training countless individuals nationwide. His impact on the industry and the lives of thousands of people cannot be understated.   Andrew's insatiable hunger for knowledge led him to join TempurPedic, a renowned company synonymous with innovation and comfort. Here, he gained invaluable insights into the industry, further enhancing his expertise and solidifying his position as a sleep enthusiast.   However, Andrew felt compelled to make an even greater impact. Enter Sleep Nerdz—a realization of his vision to revolutionize the sleep industry and empower individuals to unlock the power of quality rest. Tune in to discover the fascinating story behind Sleep Nerdz and how Andrew is making a profound difference in people's lives.   Tune in or watch as Andrew shares his personal journey, invaluable insights, and unwavering commitment to helping others achieve optimal sleep. 

Show Notes: Mahan Tavakoli is a consultant, leadership coach, and host of the podcast Partnering Leadership. He talks about his podcast, the incredible guests he has had on his show, and his time at the Dale Carnegie Leadership Institute. Mahan has been an avid podcast listener for over a decade, and he decided to launch his own podcast in 2020. His podcast focuses on the journey of CEOs and leaders in the Greater Washington DC region. He has interviewed some impressive names and his show is now in the top 1% of podcasts in the leadership category. He credits the pandemic for allowing him to make his podcast more antifragile, as he is now able to reach a much wider audience. Promoting a Podcast and Crafting a Compelling Story As the host of the podcast Partnering Leadership, he  has conversations with CEOs from the Greater Washington, DC DMV region on Tuesdays, and leadership book authors on Thursdays. He has interviewed authors such as Seth Godin, Ken Blanchard, John Kotter, Stephen Covey, and Ciaran. He offers tips on reaching out to authors, including using the momentum of the podcast being in the top 1% of podcasts, and often the agents for the authors who want to promote their book reach out to help promote the book. CEOs he interviews are often people he knows well enough to invite on to the show. He shares what he has learned from the CEOs he has  interviewed and notes that they have a tremendous sense of humility and confidence, as well as a growth mindset, and are constantly looking to learn. Mahan talks about the importance of storytelling for CEOs. He believes the key to a great story is to focus on one moment in time and draw inspiration from Joseph Campbell's Hero's Journey. He suggests that the leader be the guide of the story, not the hero. He also sends stories of successful storytelling to CEOs, so they can learn to do the same. This will help them communicate their story both internally and externally, which can strengthen the organization.  Podcast Promotion, Content Development, and Distribution  Mahan and Will discuss strategies for promoting a podcast. Mahan offers valuable tips, including creating micro content, posting on other places, and getting guests to send out notes. He also suggested posting on LinkedIn as a way to raise awareness. He suggests creating multiple pieces of content from each episode to promote over a six month period. His team focuses primarily on promoting on LinkedIn, but also shares content on Twitter, Facebook, and Instagram. Mahan discusses how he has focused his content development on LinkedIn to get the most traction. He also explains how videos from his interviews go up on YouTube, even though less than 1% of his audience actually watch them. He shares a story of when he got a great client, where he believes they discovered him from his website, podcast, and personal relationships and networking. Overall, he has seen great benefits from his podcast, including building relationships and learning new things, as well as landing new clients. He explains how his team repurposes content to post on social media over a six month period, and how this is important to reach people who like to consume media in a variety of different ways.  From Salesperson to Chief Strategy Officer at Dale Carnegie Mahan shares his experience of working for Dale Carnegie, emphasizing the importance of sincerity and genuineness when building relationships with others. Mahan has found that his podcast has helped build his reputation and credibility throughout the business community and has received many referrals who know him as an authority in business leadership. He is currently working with CEOs and senior leadership teams. His practice also involves individual coaching sessions and consulting services.  Mahan started as a salesperson  but eventually moved up to helping start franchises internationally as his board of directors sought to expand their operations. Despite the busy travel schedule, Mahan was able to successfully contribute to the CEO's strategic vision and was eventually promoted to Chief Strategy Officer. Through this position, he has been able to lead the organization in constant reinvention and adaptation.  Success As a Business Executive As a business executive Mahan was constantly on the road, but he realized that his values of family could not be seen in his lifestyle. As a result, he decided to stay in DC, and he started a youth-serving organization to help underserved youth gain access to college and internships. Mahan believes that it is important for the right people to take the right kids to work, so that they can see the opportunities available to them. He has dedicated his life to providing these opportunities to young people and inspiring them to look at the world differently. He has also been active in the regional community, serving on the board of directors of the Greater Washington Board of Trade and the executive committee of Leadership Greater Washington. His regional focus allows him to take advantage of the relationships he has built in the area, while also allowing him to spend more time with his family. Mahan stresses the  importance of developing relationships and differentiating oneself in the business world. He highlights the importance of building trust, which can be accomplished by showing genuine interest in the other person, and having genuine conversations. He also discusses the importance of brand names and noted that he has been warmly received in various countries because of his affiliation with Carnegie. Finally, he stresses the importance of focusing on differentiating oneself rather than trying to be better than others. Timestamps 01:24 Mahan Tavakoli's Journey to Becoming a Top 1% Podcast Host 03:16 Insights from CEOs and Leadership Book Authors 10:05 Analysis of CEO Storytelling: Examining What Makes a Great Story Resonate  16:32 Exploring Strategies for Promoting Content on Social Media  18:17 Exploring the Benefits of Content Development for LinkedIn and Other Platforms 24:52 Mahan Tavakoli's Journey from Dale Carnegie Training to Chief Strategy Officer 29:06 Regional Focus in Consulting and Coaching  33:05 Leveraging Regional Relationships and Trust Building with Dale Carnegie 39:07 Building a Leadership Brand 41:26 Appreciating Hard Work and Giving Back  Links: Website: https://mahantavakoli.com/ Podcast: https://www.partneringleadership.com/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.  

On today's episode, we sit down to chat with Wendy Groll and Dan Handley from Dale Carnegie Training of Mid-Northern Michigan. Wendy got her start in Dale Carnegie after emerging into a leadership role of her previous job, and Dan followed his family in the business after graduating college, working alongside his father. Dale Carnegie offers educational courses to enhance your leadership skills to use in the workplace and your personal life. Training at Dale Carnegie is very accessible, with over 9 million graduates to date. Many graduates of Dale Carnegie speak of their experience to others, which result in more graduates to come.The training Dale Carnegie offers is applicable to a multitude of people because of their commitment to growth. People's ability to create change and opportunity drives training. In today's world, growth is a skill that continually needs to be mastered. Most people's calendar is spent convincing others to do things – friends, family, coworkers. Learning the “sales skills” Dale Carnegie provides helps create action. Dale Carnegie training is about the ability to connect and bounce around ideas and skills that someone may not utilize personally. Dale Carnegie provides live online training as well as face to face, which are both highly interactive. Every participant will leave with a specific action plan that resulted from various activities and lessons that will help add to their skillset. With every skill learned, it opens up the question of what else someone can learn.It is crucial to continue your education throughout your careers. If you aren't growing, others around you are, and so are your competitors. Certain skills get you to an opportunity but growing them will keep you there. Today if you sit back, life will pass you by. Growth is fun! Connect with Wendy and Dan here:Dale Carnegie Training of Mid-Northern Michigan

Gary Pageau of the Dead Pixels Society talked with Joe Hart, president and CEO, Dale Carnegie and Associates Inc. In this interview, Hart talks about the Dale Carnegie course program, leadership, overcoming fear in business, and resolving conflicts. Since 1912, Dale Carnegie Training has helped millions of people and businesses around the world improve their performance. In over eighty countries and in more than thirty languages, the company applies Dale Carnegie's founding principles to inspire individual and organizational transformation, excellence, and success by tapping into each person's potential. Hart is also the co-author of the just-released book "Take Command: Find Your Inner Strength, Build Enduring Relationships, and Live the Life You Want " co-authored by Michael Crom, the grandson of Dale Carnegie. Take Command offers powerful tools and time-tested methods to help you live an intentional life by transforming how you approach your thoughts, emotions, relationships, and future.Mediaclip Mediaclip strives to continuously enhance the user experience while dramatically increasing revenue.Buzzsprout - Let's get your podcast launched! Start for FREEDisclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.Support the showSign up for the Dead Pixels Society newsletter at http://bit.ly/DeadPixelsSignUp.Contact us at gary@thedeadpixelssociety.comShout out to podcast supporter Keith Osborn of Memory Fortress for becoming a paid subscriber.Visit our LinkedIn group, Photo/Digital Imaging Network, and our Facebook group, The Dead Pixels Society. Leave a review on Apple and on Podchaser. Interested in being a guest? Click here for details.Produced by Gary PageauEdited by Olivia PageauAnnouncer: Erin Manning

As a teenager, Joe Hart learned about Dale Carnegie from his father. As a young lawyer, he took Carnegie's book, ‘How to Win Friends and Influence People' to heart, eventually taking a course from the influential writer, which made him re-think his career and his future. These days, Hart is the President and CEO of Dale Carnegie Training. In addition to being a Dale Carnegie graduate, Hart worked closely with the company as a strategic partner for nearly 10 years. He attributes much of his success in business to the Dale Carnegie training he had early in his career. He's also the co-author of Take Command with Michael Crom. The description reads, “Take Command offers powerful tools and time-tested methods to help you live an intentional life by transforming how you approach your thoughts, emotions, relationships, and future. Filled with stories of everyday people and based on expert research and interviews with more than a hundred high-performing leaders, Take Command gives you the strategies you need to unlock your full potential and create the life you want.” In this interview, he talks about Dale Carnegie being one of his first clients, delivering Carnegie's principles to a younger audience, the importance of pursuing a stoic mindset, how obstacles can make you antifragile, the problem thinking too logically, and how to re-frame your mind for success. Want more? Steal my first book, Ink by the Barrel - Secrets From Prolific Writers right now for free. Simply head over to www.brockswinson.com to get your free digital download and audiobook. If you find value in the book, please share it with a friend as we're giving away 100,000 copies this year. It's based on over 400 interviews here at Creative Principles. Enjoy! If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It only takes about 60-seconds and it really helps convince some of the hard-to-get guests to sit down and have a chat (simply scroll to the bottom on your iTunes Podcast app and click “Write Review"). Enjoy the show!

Joe Hart is the President/CEO of Dale Carnegie Training, a company whose founder pioneered the human performance movement more than 100 years ago and has continued to succeed and grow worldwide, through constant research and innovation building on its founding principles.Dale Carnegie has more than 3,000 trainers and consultants, operating in 200 offices in 86 countries around the world, impacting organizations, teams, and individuals. The Company's client list includes more than 400 of the Fortune Global 500, tens of thousands of small to mid-sized organizations & over eight million individuals across the globe. Since joining Dale Carnegie in 2015 as its President/CEO, Hart has initiated many important changes which have accelerated the Company's transformation, including a global cultural and change management initiative called “One Carnegie” which has increased internal team collaboration and customer focus, as well as strategic accounts by over 200%; a successful worldwide rebranding of the iconic Dale Carnegie name; and a dramatic digital transformation across the company's global footprint from nearly 100% in-person delivery to more than 75% online and blended programs in less than nine months (as chronicled in a 2020 Forbes Interview). In 2019, CEO Forum Magazine named Hart one of 12 Transformative Leaders in the U.S. A visionary, risk-taking leader, Hart helped build two technology-based companies, including an e-learning business called InfoAlly. In 2005, Hart sold that company and became the President of a new company he helped form called Asset Health. Today, Asset Health is a privately held and fast-growing education technology, health promotion, and training company that serves Fortune 1,000 companies, major health systems, and other large businesses. Hart holds a bachelor's degree in political science from the University of Michigan and a law degree from Wayne State University. He is an avid runner, having competed in many marathons including Boston, Chicago, New York, and Berlin, among others. Hart is married and has six children.A Quote From The Book, Take Command"How and with whom you spend your time will impact your thoughts, and it's important to pay attention to the influence in your life."Resources Mentioned In This EpisodeResource - Dale Carnegie Resources (podcasts, white papers, videos, webinars)Book - Take Command by Joe Hart and Michael CrommBook - How to Win Friends & Influence People by Dale CarnegieBook - How to Stop Worrying and Start Living by Dale CarnegieBook - The Earned Life by Marshall GoldsmithBook - Stoner by John WilliamsBook - All the Light We Cannot See by Anthony DoerrAbout The International Leadership Association (ILA)The ILA was created in 1999 to bring together professionals with a keen interest in the study, practice, and teaching of leadership. 

  S3 Ep24: A Sacred Pause How Rest created Space to receive a Miraculous Healing   When you're caught in the spiral of constant activity – especially in the wake of a catastrophic injury, during the high-stakes weeks of rehabilitation – it can feel impossible to break the momentum in order to rest. But that might be exactly what you need most. In this week's story episode, follow Louise as her family and community step in to make it possible for her to step away from Archer's bedside and create enough space to receive a message that was waiting to find her at exactly this moment. You may find the inspiration you need to schedule yourself a break, or find whatever spaciousness you can right now to receive the blessings that are trying to reach you, as well. Here we go.   In this episode:   Diane Beliveau is an executive presentation skills instructor with Dale Carnegie Training. At the time of Archer's accident, she was also the President of the Catholic Business Network in Baltimore of which Louise was a member.   Blink of an Eye is created by Louise Phipps Senft and co-produced by Louise Phipps Senft and Zera Bloom. Theme music is by Victoria Vox. Audio Consulting provided by Mike Serman   Blink of an Eye Podcast is sponsored by the Blink of an Eye Non Profit: a non-profit created as a national resource to help change the Spinal Cord Injury experience for families and medical teams across the U.S. Blink of an Eye provides a national team of SCI specialized doctors for expert opinions in the Golden Hours of SCI injury, a Multidisciplinary Family Support & Navigation Team for SCI families lead by SCI families for the first 30 days of crisis, and a National Resource Library of essential SCI information and trauma informed responses for the first hours and days after injury specialized for families, friends and SCI medical staff. Blink of an Eye also offers a Registry of Medically Unexpected SCI Recoveries. To find out more, visit www.blinkofaneye.org and donate to their Launch Campaign at www.givebutter.com/blinkofaneye   To find out more about Louise and this podcast, visit the websites www.blinkofaneyepodcast.com and www.BeingRelational.com.     To find out more about learning relational mediation skills for navigating hospital and medical conflict and trauma, visit the website www.BaltimoreMediation.com.     Follow us on Instagram and Facebook @blinkofaneyepodcast. Our Twitter is @blinkofaneyepod. Make sure to subscribe wherever you get your podcasts. You can become a member of our Patreon community and see extra Blink of an Eye content and bonus episodes at: www.patreon.com/blinkofaneyepod.    To find out more about Archer and to see some of Archer's artwork, check out www.slimeyard.com.  #hopeforeverything   #obtaineverything  #lovehealstrauma  #beginagain   Music in this episode is: Dream Guitar by Frank Schroeter https://filmmusic.io/song/7759-dream-guitar License: https://filmmusic.io/standard-license   Ethereal Meditative Piano by MusicLFiles Link: https://filmmusic.io/song/6292-ethereal-meditative-piano License: https://filmmusic.io/standard-license   Horizon Flare by Alexander Nakarada Link: https://filmmusic.io/song/4837-horizon-flare License: https://filmmusic.io/standard-license   Emotional Piano Improvisation by Alexander Nakarada Link: https://filmmusic.io/song/6199-emotional-piano-improvisation License: https://filmmusic.io/standard-license   Angel Share by Kevin MacLeod Link: https://filmmusic.io/song/3367-angel-share License: https://filmmusic.io/standard-license   Soft Interlude by Alexander Nakarada Link: https://filmmusic.io/song/7766-soft-interlude License: https://filmmusic.io/standard-license

Neonatal nurse practitioner Rachel Murray joins your host Beth Quaas to talk about her shift from nursing to also start working as a professional development trainer. She studied at Dale Carnegie Training, which gave her a unique perspective on how to train others. The program fanned her passion to educate people. She and Beth discuss her training methods she's learned and how these training methods could (and should!) be used in training nurses as well as administrators. ABOUT RACHAELRachael has been a Registered Nurse since 2004 and, subsequently, a Neonatal Nurse Practitioner since 2011. As a clinician, she was frequently responsible for mentoring and training new staff and quickly realized she loved it! This lead her to pursue a second career in professional development training in 2014 through Dale Carnegie Training, in which she worked with individuals and teams from a variety of industries and eventually became certified as a Master Trainer responsible for developing and certifying prospective trainers. In 2020, she decided to combine her two passions of nursing and training when she started Elevate Nurses LLC, a business dedicated to providing quality training to Registered Nurses. Rachael has served as Chair of her organization's Professional Practice Council, President of the San Diego Chapter of the Association of California Nurse Leaders (ACNL), co-chair of the state-level ACNL Communications and Voice committee, as well as lead of several sub-committees for the San Diego Chapter. Rachael was born and raised in Wisconsin but has been escaping the cold in SoCal for almost a decade. LINKS Email Rachael Rachael on LinkedIn Elevate Nurses on Facebook and LinkedIn (00:00) - Welcome to Don't Eat Your Young • Rachael Murray

Joe Hart, the President and CEO of Dale Carnegie & Associates, joins the show to discuss his recently published book, Take Command: Find Your Inner Strength, Build Enduring Relationships, and Live the Life You Want.  Joe and Joe talk about the importance of gaining control of our thoughts and emotions, daily habits, and how to ask for feedback from other people. Joe Hart is the President/CEO of Dale Carnegie & Associates. Since 1912, Dale Carnegie Training has helped millions of people and businesses around the world improve their performance. In over 80 countries and in more than 30 languages, the company applies Dale Carnegie's founding principles to inspire individual and organizational transformation, excellence, and success by tapping into each person's potential. Take command of your business performance, career, and your future by visiting DaleCarnegie.com to learn more.  

TAKE COMMAND - Joe Hart The Not Old Better Show, Author Interview Series Welcome to The Not Old Better Show, Art Of Living author interview series on radio and podcast.  I'm Paul Vogelzang, and we have an excellent program about building relationships, professional development, leadership training, customer service, and employee engagement.  Thank you so much for listening. We've got a great guest today in Joe Hart, who, after reading his new book, co-authored with Michael Crom, ‘Take Command: Find Your Inner Strength, Build Enduring Relationships, and Live the Life You Want.‘ I've been looking forward to speaking with him for a while and whom I'll introduce in just a moment…But, quickly, if you missed any episodes, last week was our 691st episode, when I spoke to author and Smithsonian Associate Rick Steves about his new book, Italy is for Food Lovers. Two weeks ago, I spoke with Smithsonian Associate Dr. Eric Chudler about his new science book  Neuropedia: A Brief Compendium of Brain Phenomena.   Wonderful subjects for our Not Old Better Show audience…If you missed those shows, along with any others, you can go back and check them out with my entire back catalog of shows, all free for you, there on our website, NotOld-Better.com For more than one hundred years, the wisdom of Dale Carnegie, author of the enduring bestseller How to Win Friends and Influence People, has provided millions of individuals, including me, around the world with a richer, more fulfilling, and happier way of life. Now TAKE COMMAND: Find Your Inner Strength, Build Enduring Relationships, and Live the Life You Want; by our guest today, Joe Hart combines decades of Dale Carnegie's award-winning training and timeless principles into a master text that tells you everything you need to know about the art of human relations. Many in our Not Old Better Show audience on radio and podcast will certainly be familiar with Dale Carnegie and the legend that is How to Win Friends and Influence People; the book is a classic and was first published in 1936.  The classics never fail, and How to Win Friends and Influence People taught me the true art of thinking.  It made me confident in dealing with people.    Joe Hart has written a book for today, but with a nod to the history of Dale Carnegie, as the book ‘Take Command' is co-authored with Michael Crow, the grandson of Dale Carnegie himself. Joe Hart is the CEO of Dale Carnegie Training, a company that has transformed itself into meeting the needs of today's people, managers, and businesses of all sizes: small mom-and-pop to Fortune 500 companies.  Joe Hart tells us about that transformation and what it means for anyone in the Not Old Better Show audience who's leading, working, living their lives, and doing what you want.  How to get that “best life” is what Joe is all about, and the book describes the principles Dale Carnegie taught in his life and in that book is the foundation of the interpersonal skills that are fundamental to humans interacting with each other in a positive way.   All of us. Please join me in welcoming you to The Not Old Better Show, Art Of Living author interview series on radio and podcast, the author of the new book, ‘Take Command,' and the CEO of Dale Carnegie Training. My thanks to the author Joe Hart, who, along with co-author Michael Crom has written the new book, TAKE COMMAND: Find Your Inner Strength, Build Enduring Relationships, and Live the Life You Want'  Please check out our show notes today for more details about Joe Hart, Michael Crom and TAKE COMMAND: Find Your Inner Strength, Build Enduring Relationships, and Live the Life You Want   My thanks to the Smithsonian team for all they do to support the show.  My thanks to you, my wonderful Not Old Better Show audience on radio and podcast…please be well and be safe, which I'm mentioning in every show because I want to bring attention to the issue of assault rifles, which aren't safe, in anyone's hands but the military and law enforcement.  Assault rifles are killing our children and grandchildren in the very places they learn: schools!  Please, let's work together to eliminate assault rifles, and let's do better.  Let's talk about Better…the Not Old Better Show on radio and podcast, Smithsonian Associates Inside Science Interview Series.

The American Birkebeiner (Birkie) is an annual cross-country ski marathon located in Hayward, Wisconsin that people from all over the country participate in. The Birkie is made up of several events in addition to the 51K and 55K Birkie marathon races and the 24K Kortelopet race (the second largest ski race in North America). It spans 50 kilometers from Cable, WI to Hayward, WI for Skaters, and 55K for Classic Skiers. In 2020, skiers from 49 States and 27 countries participated.This year, the Birkie will take place the week of February 22 – 26, 2023. In addition to the annual Birkie event, the American Birkebeiner Ski Foundation provides year-round, healthy, active lifestyle events for thousands of adventurous spirits of all ages and abilities. Ben Popp is with Michelle to talk all about it!Winter weather can wreak havoc on your skin and hair. Between all the chapped and cracked skin, and frizzy or damaged hair, this is the time of year to pay extra attention to self-care and beauty routines. Beauty & Fashion Expert, Emily L. Foley is here with a few tips to help us look and feel our best during the colder months. Joe Hart is the President and CEO at Dale Carnegie Training, the most experienced training organization in the world, celebrating 110 years since its founding with operations in over 75 countries and having provided training to tens of millions of people globally. Hart regularly has his writings appear on Newsweek, HR.com, and Rolling Stone, a popular speaker, and co-author of the upcoming book, “TAKE COMMAND: Find your INNER STRENGTH, BUILD ENDURING RELATIONSHIPS, and LIVE THE LIFE YOU WANT” released January 10th, 2023 with Simon and Schuster. The book is inspired by the iconic best seller “How to Win Friends and Influence People” and named after the Top 50 ranked Leadership and Management Podcast Joe hosts, “Take Command: A Dale Carnegie Podcast,” which has included guests ranging from Fortune 500 CEOs to Hall of Fame athletes and fast growing company CEOs. Joe talks to Michelle about how to take command of your own life.Cardiologists at Northwestern Medicine are using AI to identify patients with advanced heart failure who require specialized care, including those who might need ventricular assistance devices or transplant. Heart failure is a common, costly condition affecting over 6 million U.S. adults. That's about 1 in 250 people. When a patient reaches advanced heart failure, medications no longer work. That's why it's vital to catch the problem early.The Center for Artificial Intelligence at the Bluhm Cardiovascular Institute oversees an expansive research and clinical AI program targeting cardiovascular diseases. Dr. Faraz Ahmad is a cardiologist and associalte director of Northwestern Medicine Bluhm Cardiovascular Institiue's Center for Artificial Intelligence. He talks to Michelle about what Northwestern Medicine is doing to help patients.

Featuring Joe Hart; CEO Of Dale Carnegie Training Program On Leadership & Change by Kevin McCullough Radio

Joe Hart is the CEO of Dale Carnegie Training, one of the world's oldest and largest training companies, located in over 80 countries. He started his career as a practicing attorney at two prominent law firms, focusing primarily on contract-related litigation. Before becoming CEO of Dale Carnegie Training, Joe chose to follow a dream and start an innovative venture and angel-backed e-Learning company called InfoAlly, which developed important digital learning solutions for leading businesses such as Dale Carnegie (US and Internationally), McGraw-Hill, Motorola and Federal-Mogul, among others. Joe is a contributor for Newsweek and Rolling Stone and helps leaders take command of their teams, future, and lives. In 2019, he received The Transformative CEO Award in Leadership from the CEO Forum. Joe is an expert in professional and personal development, performance improvement, leadership training, and employee engagement. He has spoken in the past on leadership strategies for building a positive workplace culture, developing a team mindset and culture of resilience, digital transformation strategies, and lessons for building connections in a digital world. He is also the host of Take Command: A Dale Carnegie Podcast which ranks in the Top 50 Leadership Podcasts. https://www.dalecarnegie.com/en/joe-hart --- Support this podcast: https://anchor.fm/mentors/support

Shelly Slocum is the author of an Amazon #1 New Release, Love, and Inspiration from Mom. She has been a Real Estate Broker for 21 years and taught classes as an instructor for Dale Carnegie Training, but she believes her most important job has been being a mom to her two wonderful daughters! She now savors the ultimate reward for parenting, which is being MiMi to her three precious grandchildren. She has been married to her high school sweetheart for 39 years. Her desired outcome in everything she does is to help people move toward success and happiness. Life has come with many challenges and blessings. As a nonsmoking Lung Cancer Survivor, Shelly believes she's been given the gift of time and has made it her mission to spread more love and inspiration in the world! ✨A few highlights from the show: 1. Approximately 10% of people diagnosed with lung cancer are nonsmokers. 2. "Shelly Anna" thinking is reality meets positivity and optimism. 3. November is Lung Cancer Awareness Month. Resources: https://www.lung.org/ https://www.lungcancerresearchfoundation.org/

Shelly Slocum is the author of Love and Inspiration from Mom, which includes very inspirational quotes plus Shelly's practical tips on how to apply that inspiration on a daily basis in order to live a moreoptimistic and happier life! Jack Canfield, co-author of the Chicken Soup for the Soul series wrote the foreword for Love and Inspiration from Mom and describes it as a “warm hug in a book!”Shelly has been a Real Estate Broker for 21 years and taught night classes as a certified instructor for Dale Carnegie Training, but believes her most important job has been being a mom to her two wonderful daughters! She now savors the ultimate reward for parenting which is being MiMi to her three precious grandchildren. She has been married to her high school sweetheart for 39 years.  As a non-smoking Lung Cancer Survivor, Shelly believes she has been given the gift of time and has made it her mission to spread more love and inspiration in the world, and to be the spark that helps people change their lives for the better.  To connect with Shelly, please visit her website: www.loveandinspiration.org

Pat Whitty calls himself a Modern Elder Whisperer. The “whisperer” phrase was made popular by the Horse Whisperer who is a person who has a unique understanding of the emotional and psychological needs of horses. Through his own study of health, aging, and his own transition to a Modern Elder, Pat has a unique understanding of the emotional and psychological needs of elders. He recently completed a week retreat at the Modern Elder Academy in Baja, a place and a school with its own unique curriculum and celebrations for transitioning into another chapter of life, so we can grow whole, not old. Pat recently left his position as the Dean of the School of Business at a San Antonio university to pursue a new career as a Health and Life Transition Coach helping people in midlife and beyond write the next chapter of their life. He has a Master's Degree in Organizational Development from Incarnate Word University. He was manager of Leadership and Management Training at Chase Bank for 10 years and owned the Dale Carnegie Training franchise for South Texas for over 20 years. He is the president of the Dominion Rotary Club in San Antonio, TX.

Hello Truth-Seekers! This is the kick-off of our very first interview on the podcast. In this episode, I interview Aleks Silva. He is a great friend of mine, and he works at Dale Carnegie Training. He is a young professional who is crushing life, and he trains mid to high-level managers and CEOs on leadership and attitude-based competencies. He's an accomplished wrestler and ran 16 miles on a dare with no training. Connect with him on Linkedin.com/alekssilva. Check out Dale Carnegie's book: How to Win Friends and Influence People. This book is an extremely important foundational book in developing your leadership skills. Like and subscribe to the podcast! Subscribe to the On The Side of Truth linktree page for more content on all in one place! https://linktr.ee/onthesideoftruth Follow us on instagram @On_The_Side_of_Truth Don't forget to like, subscribe, and give the podcast a 5 star rating! Share this with a friend, and follow the page. Thank you for your support! If you believe in our mission, consider supporting the podcast here: https://anchor.fm/onthesideoftruth/support Follow us on instagram: https://www.instagram.com/on_the_side_of_truth/ Follow us on facebook: https://www.facebook.com/onthesideoftruthpodcast Follow us on linkedin: https://www.linkedin.com/company/onthesideoftruth Follow us on Youtube: https://www.youtube.com/channel/UCV6JItTieuF1XJN_LBBSMAg Follow us on twitter: https://twitter.com/onthesideoftrut website: https://onthesideoftruth.mailchimpsites.com/ --- Support this podcast: https://anchor.fm/onthesideoftruth/support

Shelly Slocum is author of the upcoming book, Love and Inspiration from Mom, which includes inspirational quotes plus Shelly's practical tips on how to apply that inspiration on a daily basis in order to live a more inspired and optimistic life!Shelly has a Masters degree in Organizational Management. She has been a Real Estate Broker for 21 years and taught night classes as a certified instructor for Dale Carnegie Training, but she believes her most important job has been being a mom to her two wonderful daughters! She is now savoring the ultimate reward for parenting which is being MiMi to her three precious grandchildren. She has been married to her high school sweetheart for 39 years.Shelly received the Life Time Achievement Award from RE/MAX in 2018.

Shelly Slocum is author of the upcoming book, Love and Inspiration from Mom, which includes inspirational quotes plus Shelly's practical tips on how to apply that inspiration on a daily basis in order to live a more inspired and optimistic life!Shelly has a Masters degree in Organizational Management. She has been a Real Estate Broker for 21 years and taught night classes as a certified instructor for Dale Carnegie Training, but she believes her most important job has been being a mom to her two wonderful daughters! She is now savoring the ultimate reward for parenting which is being MiMi to her three precious grandchildren. She has been married to her high school sweetheart for 39 years.Shelly received the Life Time Achievement Award from RE/MAX in 2018.

Host Nicole Alfonso, LMHC, speaks with Joan Ramirez from Dale Carnegie Training of Southeast Florida (https://www.dalecarnegie.com/en/locations/southeast-florida) --- Support this podcast: https://anchor.fm/wellspring-on-the-air/support

Shelly Slocum is author of the upcoming book, Love and Inspiration from Mom, which includes inspirational quotes plus Shelly's practical tips on how to apply that inspiration on a daily basis in order to live a more inspired and optimistic life!Shelly has a Masters degree in Organizational Management. She has been a Real Estate Broker for 21 years and taught night classes as a certified instructor for Dale Carnegie Training, but she believes her most important job has been being a mom to her two wonderful daughters! She is now savoring the ultimate reward for parenting which is being MiMi to her three precious grandchildren. She has been married to her high school sweetheart for 39 years.Shelly received the Life Time Achievement Award from RE/MAX in 2018.

Shelly Slocum is author of the upcoming book, Love and Inspiration from Mom, which includes inspirational quotes plus Shelly's practical tips on how to apply that inspiration on a daily basis in order to live a more inspired and optimistic life!Shelly has a Masters degree in Organizational Management. She has been a Real Estate Broker for 21 years and taught night classes as a certified instructor for Dale Carnegie Training, but she believes her most important job has been being a mom to her two wonderful daughters! She is now savoring the ultimate reward for parenting which is being MiMi to her three precious grandchildren. She has been married to her high school sweetheart for 39 years.Shelly received the Life Time Achievement Award from RE/MAX in 2018.

The last few years have forced all businesses to embrace a mindset of nimbleness, innovation, and being comfortable with change to stay relevant. With all these changes to the workplace and strategy, how can leaders continue to inspire their people and unlock their potential? Bethany Berkeley, owner of Dale Carnegie Training of North Dakota and Minnesota, joins the podcast to talk about what leadership looks like in 2022. On this episode:Bethany BerkeleyOwner, Dale Carnegie Training of North Dakota and Minnesotabethany.berkeley@dalecarnegie.comndmninfo@dalecarnegie.comBethany's LinkedIn

I invite guests to share personal stories about acts of leadership that help shape their lives. In Episode 105, Todd Cherches describes what someone said to change how he instructs and facilitates. He then talks about a chance meeting with Grant Tinker and explains the implications of that meeting. Todd also advises us to enhance seven characteristics to help us strengthen how we lead. Prologue Do you need leadership development or executive coaching? The BigBlueGumball has you covered! Todd is the CEO and co-founder. He authored VisuaLeadership. Marshall Goldsmith has designated Todd as one of the MG 100 Coaches, and Todd has received awards for his work as an Adjunct Professor at NYU and Columbia University. Note that Todd did not make any Seinfeld or baseball references during the recording of this episode. 01:31 Part 1: The Glass Wall Todd explains how he became involved in Dale Carnegie Training and what his boss said that forever changed his approach to presenting and facilitating. 05:57 Part 2: Capes and Toolbelts Sometimes, it takes courage to act in an uncomfortable way. In this story, Todd describes a chance encounter with then-CEO of NBC Grant Tinker that taught him a life-long lesson in leadership. 15:11 Part 3: The 3Vs and 4Gs Todd describes seven leadership characteristics and advises us to continuously develop them. _________________________________ How You Can Support the Show Unlabeled Leadership is a free service for people to learn about leadership. If you want to support the show, you can make a $0.99 donation. Your support reduces production expenses. https://anchor.fm/unlabeled-leadership/support No transcript available (future enhancement) Episode links Todd's LinkedIn Profile, website (with embedded TEDx video), Twitter Todd's book, VisuaLeadership (free chapter on his website) Marshall Goldsmith 100 Coaches Article, Bill Nye Says, “Everyone You Will Ever Meet Knows Something You Don't.” LinkedIn article, I never lose. I either win or learn. “Nelson Mandela" Daniel Pink, When Grant Tinker Marshall Goldsmith's Feedforward John Baldoni, Grace Shirley Chisholm Gary DePaul's website Background Music You can find all the musical tracks at Envato Elements. 00:00 Theme music: Uplift Corporate Inspire by OlexandrIgnatov 01:12 Latin Guitar Romantic by Dredstudio 05:41 Free Thinking by simming 14:53 Italian Taste by MusicDog 21:23 Fun and Flirty by BrownHouseMedia Lead on! --- Send in a voice message: https://anchor.fm/unlabeled-leadership/message Support this podcast: https://anchor.fm/unlabeled-leadership/support

Today we are talking to the ambitious and bold Bethany Berkley! Bethany is the Owner and CEO of Dale Carnegie Training of North Dakota and Northwest Minnesota.Bethany talks with us about the power of people skills, leadership lessons, & how to make a great first impression. Bethany also shares with us some advice on how to deliver your best public speaking and key ways to radiate confidence. Grab your cup & enjoy!! Northdakota.dalecarnegie.comhttps://www.facebook.com/dalecarnegieNDMN/https://www.linkedin.com/company/dale-carnegie-of-north-dakota/ https://www.linkedin.com/in/bethanyberkeley/Twitter: DaleCarnegieNDMNTwitter: DCNDMNBethanyInstagram: Dalecarnegiendmn Instagram: bberkeley

Corporate business leader Preston Poore has more than two decades of upper-level management experience, including as director of franchise leadership at The Coca-Cola Company. He has also worked for The Hershey Company, Dale Carnegie Training, Ralston Purina, and AmSouth Bank. In addition, Preston is a minority shareholder and small-business owner of Numerica Corporation, an air, missile, and space defense company based in Fort Collins, Colorado. He serves on the board of directors and as corporate secretary. Preston is a certified John Maxwell Team coach, speaker, and trainer. He served on a Young Life committee, was an elder and member of Fellowship Church in Knoxville, Tennessee, was a facilitator for Christian Leadership Concepts, and serves at Passion City Church in Atlanta, Georgia. Preston holds an MBA from Samford University and a BS in management from Colorado State University. His corporate work has been recognized through many awards such as the Dale Carnegie Sales Talk Champion award; The Hershey Company's President's Cup, a coveted national sales award that Preston won twice; and The Coca-Cola Company's Woodruff Cup, a global top performance award. Preston is a member of Sigma Chi Fraternity and the Sons of the American Revolution. His wealth of hard-won experience and training in both personal and professional development inspired Preston to transfer his business leadership acumen to the Christian community. Through the Discipled Leader book, blog, and podcast, he seeks to increase the discipleship and leadership skills of Christians across the country.  Preston and his wife, Carla, daughter, Caroline, and son, Benton, live in Atlanta, Georgia. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Subscribe: Apple Podcasts | Spotify | Stitcher | Overcast Support the Show. Ge the NEW AudioBook! AudioBook: Audible| Kobo| Authors Direct | Google Play | Apple  SummaryHey everyone. Stay tuned to the end of the interview where I'll give you some actionable insights that I learned from my guest. These insights are also in the show notes. As always, thanks for listening. Now on to my guest today, Will Kintish, an international trainer in networking. Will was an accountant for over 35 years before moving into his second career as a trainer in networking skills. He began as a part-time trainer for Dale Carnegie Training and was recruited to do a presentation on networking at a bank. In 2000, he left accounting after his firm was bought out by a bigger firm. He's been speaking about and training people in networking skills both in-person and online ever since.  Will addresses the fears many people face when entering a networking function and gives easy, actionable tips for meeting people, talking to them, and setting a foundation for growing a relationship. Everything rests on building relationships with people who like and trust each other, he explains. He also tells us why arriving early gives you an edge.  Now let's get better together. Actionable InsightsKintish offers a lot of advice on how entrepreneurs can network and explains the importance of networking in order to build a business.  Be visible. Grow your presence online in addition to going out and meeting people.  Start with small talk. The first step is making a connection and building a relationship. People want to help and do business with others they like and trust. Don't go straight in trying to make a sale.  Ask intelligent questions. Look for areas where you connect or you might be able to offer help.  Prompt follow-up is key. Set up a time to get to know each other better while you're still fresh in their minds.  Links to Explore Further Will Kintish on LinkedIn Will Kintish on the web Will on Matchmaker.fm Keep In TouchBook or Blog or Twitter or LinkedIn or JSYPR or Story Funnel Learn more about your ad choices. Visit podcastchoices.com/adchoices

On this episode, we're joined by Preston Poore.   Preston has more than two decades of upper-level management experience, including as director of franchise leadership at The Coca-Cola Company. He has also worked for The Hershey Company, Dale Carnegie Training, Ralston Purina, and AmSouth Bank.  In addition, Preston is a minority shareholder and small-business owner of Numerica Corporation, an air, missile, and space defense company based in Fort Collins, Colorado. He serves on the board of directors and as corporate secretary.  Preston is a certified John Maxwell Team coach, speaker, and trainer.  He served on a Young Life committee, was an elder and member of Fellowship Church in Knoxville, Tennessee, was a facilitator for Christian Leadership Concepts, and serves at Passion City Church in Atlanta, Georgia. Preston holds an MBA from Samford University and a BS in management from Colorado State University.  His corporate work has been recognized through many awards such as the Dale Carnegie Sales Talk Champion award; The Hershey Company's President's Cup, a coveted national sales award that Preston won twice; and The Coca-Cola Company's Woodruff Cup, a global top performance award.  Preston and his wife, Carla, daughter, Caroline, and son, Benton, live in Atlanta, Georgia.  He's the author of 21 Days to Sound Decision Making and his latest book, Discipled Leader. He's also the host of the new Discipled Leader Podcast, which he co-hosts with his adult children, Caroline and Benton.   www.PrestonPoore.com   Questions explored in this episode: What started happening when you lost your focus on God in the workplace?  How can we avoid being condescending leaders?  What are some other connections between personal discipleship and corporate leadership? What's the difference between disciples and deciders?  What actions do you want people to take as a result of listening to this interview?  

Tina was literally born into the coaching business (her father was the former Franchise owner for Dale Carnegie Training in Pittsburgh). In this extended episode, Tina discusses a wide range of topics relating to coaching, including the Dale Carnegie Training philosophies, and coaches that have most influenced her.Tina is candid and funny and will help anyone decide whether coaching is for them or their team.Note: Dale Carnegie Training has no affiliation with Carnegie Mellon University.

Barry Elder joins Jonathan Goldhill in this episode of the Disruptive Successor. Barry shares his insights about the Green industry, also known as landscaping, where he started at the age of 20 and fast forward to the point where he's now hailed as a veteran working in landscape construction, distribution, and manufacturing. Barry Elder is the Director of Distribution of Weathermatic - California who carries more than 30 years of experience in the Green Industry, also known as landscaping, and specializes in Landscape Construction, Distribution, and Manufacturing. With an extensive experience as a public speaker, Barry is known for his tenacious and proactive sales techniques and marketing efforts to make sure he gives full awareness of his current offerings to prospective customers that touch base with their values, tools, and long term advantages. Having graduated from Dale Carnegie Training, he continues to exude his passion for marketing, sales, coaching, and building long term business relationships by thriving as a solution provider to his customers, co-workers, and employees. That being said, he's been a long-time industry Association Member at numerous levels from Board Member to MC of State and Local Events.In 2017, Barry was recognized as the recipient of the most coveted Hunter Trailblazer Award that annually honors individuals who have made significant contributions to the irrigation industry. If you enjoyed today's episode, please subscribe, review and share with a friend who would benefit from the message. If you're interested in picking up a copy of Jonathan Goldhill's book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

What is virtual production? How do you know when you should have a virtual producer? Should you be your own virtual producer if you're a learning team of one? In this episode, I sit down with Kassy LaBorie to answer these questions and chat about her new book, "Producing Virtual Trainings, Meetings and Webinars" that focuses solely on virtual production. Whether you choose to be your own virtual producer, or to hire one to support you, this conversation will leave you with lots to think about and work on. About Our Kassy: Kassy LaBorie is an live online facilitator, producer, instructional designer, and virtual training platform expert. She is also a frequent and popular speaker at ATD, Training Magazine and other learning and development conferences and events. In her role as director of virtual training services for Dale Carnegie Training, Kassy leads the development of the live online training events focusing on program design, trainer and producer development, and overall participant experience. Prior to joining Dale Carnegie, Kassy held positions as a master trainer for InSync Training, where she delivered online programs using the many platforms available, and as a senior trainer at WebEx helping to build the WebEx University. She started her training career as a software trainer for which allowed her to develop the necessary technical agility to effortlessly run online events. Want to purchase Kassy's new book, "Producing Virtual Training, Meetings, and Webinars?" You can find it here. To learn more about Kassy LaBorie, you can find her on LinkedIn or visit her website, Kassy LaBorie Consulting. And, don't forget to check out her page of awesome free resources for virtual training.

Joe Hart is the President and CEO of Dale Carnegie Training, an organization whose founder pioneered the human performance movement over 100 years ago and has continued to succeed and grow worldwide, through constant research and innovation building on its founding principles. In this episode we discuss with Joe: - His leadership journey, the path he took to get where he is today - His values and approach to leadership - Stress and worry management in the challenging times. - How Dale Carnegie is helping professionals to cope with big changes during the pandemic - Dale Carnegie live online programs and pivot to digital in 2020 Follow Joe Hart on LinkedIn and Instagram. Find out about Dale Carnegie trainings on Facebook, LinkedIn, Instagram, Twitter Sign up for the famous Dale Carnegie Course (in-person and live online) Thank you for joining me on this episode of IDEAS+LEADERS. If you enjoyed this episode, please share, subscribe and review so that more people can enjoy the podcast https://podcasts.apple.com/pl/podcast/ideas-leaders/id1531433083

047: Authentically Social Media with Corey Perlman   As the owner of Impact Social Media, Corey Perlman is at the forefront of digital marketing for over 10 years. He started his career with the eCommerce Division of General Motors, before launching his consulting and speaking business in 2009. Since then, he's worked with such notable brands as Sysco Foods, The American Healthcare Association, Dale Carnegie Training and The PGA Tour.   Aside from goofing off, Corey and David discuss having an authentic social media presence, his new book in the works, and going from running workshops to keynotes and managing an agency.   In This Episode, You'll Learn…   Potential directions for Corey's new book Publishing his first two books Strategies to getting butts in seats for workshops Your champion customers = Your salesforce Value of training workshops Transition to keynote speaking Benefits of creating a relevant secondary revenue source Changing the company name Becoming a team manager and valuing your team Utilizing Upwork and Fiveer for your business Personalizing your social media presence   Links and Resources Mentioned in This Episode   Corey's Website Impact Social Media Corey on Facebook Corey on LinkedIn Upwork Fiverr Downtown Windsor Community Collaborative