Podcast appearances and mentions of deb calvert

Is there such a thing as a bad question? Asking questions is essential at work, and knowing how to ask better questions can help improve conversations with your team members.While it may sound like an easy concept, asking better questions is a craft that takes time and effort to master. Today's guest is Deb Calvert. Deb is the author of DISCOVER Questions® for Connections, Clarity & Control, and two previous bestsellers. As the founder of People First Leadership Academy and president of People First Productivity Solutions, Deb's work focuses on leadership development and team effectiveness. She's a Certified Master of The Leadership Challenge® and a certified executive coach. Deb was named one of the "65 Most Influential Women in Business" and was formerly an HR Director with a Fortune 500 company. In addition, Deb's research and methodologies have been published globally in academic journals.In this episode, Deb and I talk about the art of asking better questions. She shares the eight types of questions we should be asking, what happens when we ask sub-optimal questions, and provides alternatives to some common questions managers ask that really aren't helpful. Join the conversation now!Get FREE mini-sketchnotes with the big idea from the week's episode delivered to your inbox when you subscribe to my weekly email.Conversation Topics(00:00) Intro(01:57) The problem with asking poorly-crafted questions(03:24) What a sub-optimal question looks like(06:29) 8 types of questions that managers should be asking(18:10) A better alternative to a why question(21:19) Alternatives to some common questions managers ask that aren't helpful(27:57) A great manager Deb has worked with(29:21) Keep up with Deb(31:03) [Extended Episode Only] Benefits of asking good questions and why you should put more thought into it(34:55) [Extended Episode Only] How managers can help team members ask better questions(36:48) [Extended Episode Only] How to encourage people to step out of their comfort zone and ask questions(40:00) [Extended Episode Only] The best model for presenting information and asking questions to accommodate different personality typesAdditional Resources:- Get the extended episode by Joining The Modern Manager Podcast+ Community for just $15 per month- Read the full transcript here- Read the related blog article here- Follow me on Instagram here - Visit my website for more hereKeep up with Deb Calvert:- Follow Deb on LinkedIn here- Check out her company's website here- Learn more about her training programs and courses here- Grab a copy of Deb's book hereGuest Bonus: Discounted 3-Part Masterclass and Signed BookMembers can get an autographed copy of DISCOVER Questions® for Connections, Clarity & Control and access to a 3-part masterclass series to amp up your conversational skills for a total of $35. This is a savings of almost $100 compared to their individual list prices!Get all of these guest bonuses and many other member benefits when you join The Modern Manager Podcast+ Community.---------------------The Modern Manager is a leadership podcast for rockstar managers who want to create a working environment where people thrive, and great work gets done.Follow The Modern Manager on your favorite podcast platform so you won't miss an episode!

DISCOVER Questions® for Connections, Clarity & Control: The 10th Anniversary Edition by Deb Calvert About the Book: Field research, interviews, and practical application + updates for communicating effectively in these turbulent times. DISCOVER Questions® is a framework to make your questions more purposeful.  This is the book that will help you appreciate questions, be more deliberate in what you ask and how you ask it, and prepare you for dealing with various conversational barriers like information overload, multitasking, ambiguity, mistrust, unconscious biases, and more Deb Calvert's 2013 bestseller, DISCOVER Questions® Get You Connected: For Professional Sellers, introduced this framework and revolutionized how we think about questions.  This 10th Anniversary Edition is packed with new research, examples from a wide variety of fields, and complementary competencies for communication effectiveness in any situation or setting.  Now DISCOVER Questions® isn't just for sellers anymore! About the Author: As the founder of People First Leadership Academy and president of People First Productivity Solutions, Deb's work focuses on leadership development and team effectiveness.  Deb's background as an HR Director with a Fortune 500 company along with her diverse experience in Sales and Operations uniquely equips her to work across a variety of industries and functions.  She was named one of the "65 Most Influential Women in Business" and her field research spans 25 years, 20 nations, and thousands of buyers and sellers. And, interesting fact - her husband is the heir to the Calvert Whiskey fortune! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/discover-questions-deb-calvert

In this podcast episode, Dr. Jonathan H. Westover talks with Deb Calvert about encouraging and supporting leadership at every level of the organization. Deb Calvert (https://www.linkedin.com/in/debcalvertpeoplefirst/), president of People First Productivity Solutions and founder of People First Leadership Academy, is an ICF-Certified Executive Coach and Certified Master of The Leadership Challenge®. Previously, Deb was an HR Director with a Fortune 500 company. She works with clients to build organizational effectiveness by developing leaders, improving team cohesiveness, and strengthening soft skills. Deb has been recognized as “One of the 65 Most Influential Women in Business” by Treeline.  Check out all of the podcasts in the HCI Podcast Network! Check out the ⁠HCI Academy⁠: Courses, Micro-Credentials, and Certificates to Upskill and Reskill for the Future of Work! Check out the LinkedIn ⁠Alchemizing Human Capital⁠ Newsletter. Check out Dr. Westover's book, ⁠The Future Leader⁠. Check out Dr. Westover's book, ⁠'Bluer than Indigo' Leadership⁠. Check out Dr. Westover's book, ⁠The Alchemy of Truly Remarkable Leadership⁠. Check out the latest issue of the ⁠Human Capital Leadership magazine⁠. Each HCI Podcast episode (Program, ID No. 627454) has been approved for 0.50 HR (General) recertification credit hours toward aPHR™, aPHRi™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™ and SPHRi™ recertification through HR Certification Institute® (HRCI®). Each HCI Podcast episode (Program ID: 24-DP529) has been approved for 0.50 HR (General) SHRM Professional Development Credits (PDCs) for SHRM-CP and SHRM-SCPHR recertification through SHRM, as part of the knowledge and competency programs related to the SHRM Body of Applied Skills and Knowledge™ (the SHRM BASK™). Human Capital Innovations has been pre-approved by the ATD Certification Institute to offer educational programs that can be used towards initial eligibility and recertification of the Certified Professional in Talent Development (CPTD) and Associate Professional in Talent Development (APTD) credentials. Each HCI Podcast episode qualifies for a maximum of 0.50 points.

Deb Calvert is the President of People First Productivity Solutions and founder of People First Leadership Academy. Previously, she was an HR Director with a Fortune 500 company. She talks about why the elimination of employees' performance reviews is a growing trend and suggests some new ways we can assess employees' performance. Host: Marie-Line Germain, Ph.D Mixing: Kelly Minnis

In your organization: Do people struggle when it comes to collaboration or communication? Are your employee turnover rates too high and your engagement rates too low... leading to issues with productivity, customer satisfaction, revenue generation, and profitability? Do you struggle to set, keep, and communicate clear priorities that unify members of your team? Maybe it's time to look at your people practices. To strengthen internal and external relationships, employer brand, and full-circle engagement, it may be time to take a good, hard look at the interactions and practices of your people. At People First Productivity Solutions, we focus on the people parts of business, including:- Coaching for Executives, Managers & Sales Teams- Leadership Development for Leaders at Every Level- Training for Managers and Supervisors- Consulting on Team Effectiveness, Collaboration, Productivity, and People Practices- Employment Engagement, Communication, Soft Skills, and Critical Thinking To learn more about how PFPS can build your organizational strength by putting PEOPLE first, visit our website: www.peoplefirstps.com or email me at deb.calvert@peoplefirstps.com. You'll also find helpful resources at People First Leadership Academy: www.peoplefirstpotential.comDeb's Profilelinkedin.com/in/debcalvertpeoplefirstWebsitespeoplefirstps.com/ (Company)peoplefirstpotential.com.com/ (Other)Emaildeb.calvert@peoplefirstps.comTwitterPeopleFirstPSThe Leadercast PodcastThe fun way to grow you and your top talent.Listen on: Apple Podcasts SpotifyBuzzsprout - 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 showRebel HR is a podcast for HR professionals and leaders of people who are ready to make some disruption in the world of work. Please connect to continue the conversation! https://twitter.com/rebelhrguyhttps://www.facebook.com/rebelhrpodcasthttp://www.kyleroed.comhttps://www.linkedin.com/in/kyle-roed/

On this episode of HR Like a Boss we're joined by Deb Calvert! Deb is the president of People First Productivity Solutions and founder of People First Leadership Academy. During her interview, she discusses how to improve employee engagement, why there should be a change in how we evaluate employees, and why developing leadership is so important. About Deb Deb Calvert, president of People First Productivity Solutions and founder of People First Leadership Academy, is an ICF-Certified Executive Coach and Certified Master of The Leadership Challenge®. Previously, Deb was an HR Director with a Fortune 500 company. She works with clients to build organizational effectiveness by developing leaders, improving team cohesiveness, and strengthening soft skills. Deb has been recognized as “One of the 65 Most Influential Women in Business” by Treeline. About HR Like a Boss HR Like a Boss centers around the concept that with the right passion to be and think different, HR and business professionals can do amazingly awesome HR. People who do HR like a boss understand business concepts, what makes people tick, and how to approach HR as more than a compliance or cost center. This podcast builds the foundation for John Bernatovicz's upcoming book, "HR Like a Boss." If you're ready to take your HR career to the next level, this is the podcast for you. Share any comments with bridgette@willory.com. --- Send in a voice message: https://anchor.fm/willory/message

This is episode 1,111 of the Arete Coach Podcast with host Severin Sorensen and guest Deb Calvert. Deb Calvert is an executive coach, speaker, and author out of Kansas City. She is also the Founder and President of People First Productivity Solutions and Academy. Early in her career, Deb worked in the newspaper media industry in marketing and sales. Later she pivoted to sales leadership and coaching, and, most recently to executive leadership and team coaching. During the interview, she shared her simple yet powerful mantra: "Choose Joy."  She explains, "everything is a choice, right? And we can choose our attitude, we can choose our mood, we can choose how we interpret whatever's in front of us. Like everybody, I've had some very big challenges and difficulties in life. And even within those if I can find it somewhere, if I can choose joy, I can weather those storms a lot better." Deb has received a variety of honors and awards: Most Influential Women in Sales Award by Sales Hacker 2018, Most Innovated Sales Blogger Finalist II Commerciale 2018, Best Sales Books of All Time appearing on CNN, Forbes, and Inc., and a variety of other awards focusing on sales and marketing. Deb is also an avid writer with several publications such as “Dealing with the Infobesity Epidemic”, “No More Miserable Meetings”, “The Ultimate Guide to Soft Skills for Managers”, “Promoted! Now What? A Primer for First-Time Sales Managers”, and a variety of others. In the interview, we explore Deb's background, careers, coaching lessons, and several of her favorite coaching questions stems such as 'tell me more,' and others from her book on questions called DISCOVER. This interview is insightful, humorous, engaging, and a delight to listen to, as Deb is such a wonderful coach and human being. She knows who she is, and what she wants to accomplish. More on the topic is available at AreteCoach.io. The Arete Coach Podcast seeks to explore the art and science of executive coaching. You can find out more about this podcast at aretecoach.io. This episode was produced on 9 January 2022. Copyright © 2023 by Arete Coach™ LLC. All rights reserved.

In episode 79, Coffey talks with Deb Calvert about improving succession planning to identify and prepare future leaders.They discuss the problems with the 9-box model for succession planning; the challenge of objectively measuring potential; the risk of developing and losing talent;  how to improve the 9-box model; and effective ways to communicate succession planning to employees.  Read more about Deb's take on this topic at https://peoplefirstps.medium.com/behind-the-scenes-how-a-9-box-talent-review-model-may-hurt-you-professionally-9c4d113f05bd.Good Morning, HR is brought to you by Imperative—premium background checks with fast and friendly service. For more information about our commitment to quality and excellent customer service, visit us at https://imperativeinfo.com. If you are an HRCI or SHRM-certified professional, this episode of Good Morning, HR has been pre-approved for half a recertification credit. To obtain the recertification information for this episode, visit https://goodmorninghr.com. About our Guest:Deb Calvert, president of People First Productivity Solutions and founder of People First Leadership Academy, is an ICF-Certified Executive Coach and Certified Master of The Leadership Challenge®. Previously, Deb was an HR Director with a Fortune 500 company. She works with clients to build organizational effectiveness by developing leaders, improving team cohesiveness, and strengthening soft skills. Deb has been recognized as “One of the 65 Most Influential Women in Business” by Treeline.Deb Calvert can be reached at https://www.peoplefirstps.com https://www.linkedin.com/company/people-first-productivity-solutions https://www.facebook.com/PeopleFirstPS/ About Mike Coffey:Mike Coffey is an entrepreneur, human resources professional, licensed private investigator, and HR consultant.In 1999, he founded Imperative, a background investigations firm helping risk-averse companies make well-informed decisions about the people they involve in their business.Today, Imperative serves hundreds of businesses across the US and, through its PFC Caregiver & Household Screening brand, many more private estates, family offices, and personal service agencies.Mike has been recognized as an Entrepreneur of Excellence and has twice been named HR Professional of the Year. Additionally, Imperative has been named the Texas Association of Business' small business of the year and is accredited by the Professional Background Screening Association. Mike is a member of the Fort Worth chapter of the Entrepreneurs' Organization and volunteers with the SHRM Texas State Council.Mike maintains his certification as a Senior Professional in Human Resources (SPHR) through the HR Certification Institute. He is also a SHRM Senior Certified Professional (SHRM-SCP).Mike lives in Fort Worth with his very patient wife. He practices yoga and maintains a keto diet, about both of which he will gladly tell you way more than you want to know.Learning Objectives: 1. Understand the 9-box model for succession planning.2. Discover tools to identify potential leaders objectively.3. Create a succession plan that is objective and transparent.

In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert's “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process:  Data: Get some facts Issue: Determine the issue between the two parties Solution: Get people to think outside the box Consequence: Ask pain-point and goal-oriented questions Outcome: Pain-point and goal-oriented questions Value: Determine what is important to the other person Example: Share examples to get them thinking and processing Rationale: Ask questions to understand the buyer's decision-making process. Learn more about Deb's framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja!

It's a vicious cycle: employees feel burnt out, so their engagement drops. With less engagement, the burnout just continues to get worse. HR often tries to solve the problem with rewards, recognition, events, and culture initiatives. While all of these are great, they don't solve the issues at the heart of burnout. In this episode, Deb Calvert, president of People First Productivity Solutions, offers some simple but powerful methods to tackle burnout at its roots.During our discussion, we talked about: The rising levels of employee discontent and disengagement in 2022Who's responsible for minimizing workplace stressWhat factor influences employee engagement the mostWays that HR and management can work together productivelyFive things you can do to help employees feel less burnt outPeople First Productivity SolutionsPeople First Leadership Academy

Want to know how to REALLY connect with buyers and thrive in today's marketplace? Join host Hanna Hasl-Kelchner as she welcomes sales expert and author https://www.linkedin.com/in/debcalvertpeoplefirst/ (Deb Calvert), who says, "stop selling.” Is that crazy or what?   WHAT YOU'LL DISCOVER ABOUT HOW TO CONNECT WITH BUYERS: ● 3 powerful ways to build trust and connect with buyers. ● How to find out what really matters to buyers. ● How asking salient questions creates customer value. ● What you should be asking prospects but probably don't. ● Why natural conversations are more effective way to connect with buyers than pitching. ● And MUCH more. GUEST:Deb Calvert helps companies boost productivity and build organizational strength by helping you put people first.     She accomplishes this in a number of ways, through: ● sales training, coaching, and consulting; ● leadership programs; ● strategic planning with senior managers; and ● other team effectiveness work and executive coaching with business owners and senior managers. She's the founder and President of http://www.peoplefirstps.com/ (People First Productivity Solutions), a three-time Top 50 Sales and Marketing Influencer, and bestselling author of the book http://peoplefirstps.com/free-download-of-discover-questions-get-you-connected-ch-1/ (DISCOVER Questions® Get You Connected) as well as an award-winning blogger. Deb is also a member of the National Speakers Association and as a speaker has delighted audiences in a wide variety of industries. She is now leading the movement to "Stop Selling and Start Leading!" RELATED RESOURCES:Contact http://www.peoplefirstps.com/ (Deb) and connect with her on https://www.linkedin.com/in/debcalvertpeoplefirst (LinkedIn) and https://www.facebook.com/PeopleFirstPS/ (Facebook).  Get your http://peoplefirstps.com/free-download-of-discover-questions-get-you-connected-ch-1/ (free chapter) from Deb's book Discover Questions Get You Connected.   SUBSCRIBE, RATE AND REVIEW:Subscribing is easy and lets you have instant access to the latest tactics, strategies and tips.  Become a https://businessconfidentialradio.com/preferred-listener-signup (Preferred Listener) or https://businessconfidentialradio.com/subscribe-to-podcast/ (subscribe) to the show through your favorite podcast feed.  Rating and reviewing the show helps us grow our audience and allows us to bring you more of the information you need to succeed from our high-powered guests. Download ♥ Subscribe ♥ Listen ♥ Learn ♥ Share ♥ Review ♥ Enjoy

On a scale of one to ten, where can you rate your productivity? In this episode, I have Deb Calvert joining me on the show. She is the queen of productivity. Deb loves getting things done as opposed to just being busy. In this episode, we'll get to know Deb better and all the awesome things she is doing in the world. Who is Deb Calvert? Deb is the owner of People First Productivity Solution. They've been in business for 15 years. The three things they do are a lot more connected than they'll sound at first. They work in leadership development, sales, productivity, and team effectiveness. They help people in any of the above mentioned realms get connected. And they also focus a lot on their client's soft skills. Deb's Experience in Sales Deb backdates her sales experience to when she was five years old. She would sell supplies from their garden in the neighborhood. At the age of six, she would sell packets of candy door to door to earn free camping. Deb's Inner Superpower Deb believes the inner superpower that has brought her this far is her productivity. She can achieve a lot of things in a short span of time. Timestamps: [00:44] Who is Deb Calvert? [01:38] Digging deeper into what Deb does [04:17] Is mindset essential when it comes to connecting people? [04:59] Deb's experience in sales [09:13] Deb's transition from the corporate world [12:31] Deb's mindset training [14:53] Firing a client [18:09] Who does Deb work with most? Individuals or teams? [20:59] What is Deb most curious about in her industry [23:25] Deb's inner superpower Quotes: “Leadership and productivity often take the form of personal effectiveness. Leaders guide people. You might not associate that with productivity, but it's about effectiveness.” “Everything starts with a decision.” “If you're not serving, money will not help anybody.” “Productivity stems directly from mindset. Because if you don't believe or don't have that faith or feel weird, it's so hard to be productive.” Connect with Deb Calvert LinkedIn: https://www.linkedin.com/in/debcalvertpeoplefirst/ Website: https://peoplefirstps.com/ Resources Mentioned: Mindset- Carol s. Dweck - https://www.amazon.com/Mindset-Psychology-Carol-S-Dweck/dp/0345472322

Selling With Love is more than a podcast! Join the community of like-minded entrepreneurs ready to overcome their sales blockages and transform the planet at: https://www.linkedin.com/groups/14070148/ ===== Looking for some fundamental principles to become a better seller? Get ready to take notes, because listening to Deb Calvert is going to feel like a masterclass, no matter if you're just starting in sales, or you've been on the phone for years. She'll bring huge clarity and refresh key concepts on how and when to use the right types of questions in your sales calls, what are the core values of shellership, and how developing your leadership skills may be what your clients expect from you as a seller. Go ahead and reframe what great sellers are by using the hashtag #sellership in your social media publications. =====

On the podcast this week is Deb Calvert. Deb has 25 years of experience in leadership development, organizational effectiveness, and management training. She was an HR Director with a Fortune 500 company prior to founding People First Productivity Solutions in 2005. Deb is an ICF-certified executive coach, licensed practitioner in numerous assessment tools, and a Certified Master of The Leadership Challenge®. She is a published author, and her research and methodologies have been published globally in academic journals. We talk about: Entelechy Ennoblement Engagement + What this means, and what it means for you! If you enjoyed this episode, why not sign up to our Newsletter? virti.com/newsletter When you sign up, you'll receive a copy of our weekly 'Level Up' newsletter straight to your inbox every Thursday, with the latest Virti product and feature announcements, as well as tips, tricks and news about all things human performance.

Our guest on the Sales Code Leadership Podcast this week is Deb Calvert.Deb is the president of People First Productivity Solutions where they build organizational strength by putting PEOPLE first. Deb authored Stop Selling & Start Leading® and DISCOVER Questions® Get You Connected (one of the “Most Highly-Rated Sales Books of All Time” according to HubSpot), along with the award-winning blogs CONNECT2Sell and CONNECT2Lead. She's received numerous accolades and recognitions like being named one of Treeline's "65 Most Influential Women in Business" a Top 30 Sales Guru. Deb's the founder of People First Leadership Academy and The Sales Experts and Sales Education Channels. She is a Certified Master of The Leadership Challenge® and an ICF-certified coach. Formerly, Deb was a sales development instructor at UC-Berkeley, an HR and Sales Director for a Fortune 400 company, and an on-air sales coach (before podcasting was cool!). For the past 15 years, she's been focused on buyer-side research, keynote addresses for international audiences, and her crusade to build professional sellership (a shift from salesmanship).    

Join host Adam Michalski as he interviews Deb Calvert, President of People First Productivity Solutions. They discuss how to maintain partnerships that challenge you in the right ways.Five Don'ts for Partnership1. Don't partner on personality alone. 2.Don't be vague on the front-end about your expectations, roles, and responsibilities. 3. Don't take your partner for granted. 4. Don't dodge the difficult conversations. 5. Don't put all your eggs in one basket.Topics Covered:How to pick a good partnershipSetting expectations and communicate effectivelyFollowing through on commitmentsSafeguarding your partners' trustKeep an exit strategy in mindPartner with People First Productivity Solutions:ContactLeadership AcademyDeb's LinkedInSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

We are all exposed to 10,000 messages every single day. So, how do you cut through such deafening noise and reach your prospects? In this episode of INSIDE Inside Sales, Darryl teams up with Deb Calvert, the brilliant people engagement expert and president of People First Productivity Solutions, to talk about how to sell in the age of infobesity. They also share valuable tips on how to capture your prospects' attention without overloading them with information. You'll learn why prospects ghost you or often make price-based decisions, how to condense your message into bite-sized chunks, and why sense-making is the go-to strategy for selling in such circumstances. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and find out why active listening should be your primary skill.)

This week I talk to Minnetonka City Councilwoman Deb Calvert. We talk about what she's learned from her first term in office, why she's running for reelection, and we see if her favorites have changed from the first time we talked in 2016, on this week's Who The Folk?! Podcast.

Have you mastered the art of mobilizing others? Do you know how to step into your potential? Get the “insider” lessons of exemplary leaders from our guest, Deb Calvert, a Certified Master of The Leadership Challenge. Deb is a coach, author, and expert on research-based practices of high-quality leaders. She is also the Founder of People First Productivity Solutions and has over 25 years of experience in leadership development. Deb has a ton of insights for us on this episode and plenty of tips you can start using today, including:  How to start leading with your values  Understanding the 8 purposes behind any question  Simple shifts to lead more and manage less  The meaning of the term “entelechy”  And so much more This show is packed with information for anyone – sellers, buyers, and leaders of all stripes. Don't miss a word of our conversation – straight from the master herself.

Deb Calvert has been building organizational strength as president of People First Productivity solutions since 2005. Creating salesproductivity, leadership development and team effectiveness for over 15 years, she is an expert in building meaningful connections. In this episode, hear how women might be naturally inclined to make decisions that benefit the whole, rather than the part, and how that can benefit us in the workplace.Let's be friends! Follow me on LinkedIn.This episode was edited and produced by Earfluence.

In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issues, solutions, consequences, outcomes, value, examples, and rationale. If you want to structure your questions properly, Deb is the person to listen to. She shares some valuable insights for negotiators and sales professionals in this episode. Don’t miss it!Outline of This Episode[1:48] Who is Deb Calvert?[2:30] What is the DISCOVER Framework?[4:34] The DISCOVER Acronym[5:59] The importance of the “value” question[7:33] Why “Rationale” questions are key[10:48] The “Value” question in procurement[16:00] A deep-dive into rationale questions[20:07] How to manage the budget conversation[21:53] How to learn more about DISCOVER questionsResources & People MentionedThe Sales Experts ChannelBook: SPIN SellingDeb’s Book: DISCOVER Questions™ Get You ConnectedConnect with Deb CalvertPeople First Productivity SolutionsConnect on LinkedInFollow on TwitterConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja

"It's a simple formula to remind you that you ought to put more effort and time into whatever presents the greatest opportunity." - Deb Calvert in today's Tip 852 How about you? How do you spend your time and effort? Join the conversation at DailySales.Tips/852 and check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

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"It's important to differentiate right at the beginning because what's the point of qualifying someone if you're not also simultaneously getting them interested in doing business with you." - Deb Calvert in today's Tip 828 How do you discover and qualify a buyer? Join the conversation at DailySales.Tips/828 and learn more about Deb! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"It's not a one-way pitch. It's not a survey style of laundry list questions that you might be asking to primarily qualify. Instead, it's a real conversation." - Deb Calvert in today's Tip 811 What behaviors of sellers were most important? Join the conversation at DailySales.Tips/811 and check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Here's another wisdom-filled episode that will take your sales career to the next level, together with my guest, Deb Calvert. She is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let’s see if you're a good fit for our sales training program!

On this week's episode of Conversational Selling, we speak with Deb Calvert, the President of People First Productivity Solutions and the Host of The Monday Morning Sales Rally on The Sales Experts Channel. Deb also leads the Stop Selling and Start Leading Movement. She is certified as an Executive Sales Coach, is a certified Master of the Leadership Challenge, and her bestseller, DISCOVER Questions Get You Connected, has recently been named by HubSpot as one of the 20 most highly-rated sales books of all time.We chat about putting people first, as well as: The global need for sales content and the creation of The Sales Expert Channel  Why questions are critical to any type of relationship DISCOVER— the eight reasons to ask quality questions Ennobling your customers by engaging them And more

"Don't think in terms of transaction, think in terms of experience." - Deb Calvert in today's Tip 782 How do you make buyers happy? Join the conversation at DailySales.Tips/782 and check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Deb Calvert is President of People First Productivity Solutions and founder of The Sales Experts Channel. She speaks to our host Subhanjan Sarkar on her book “Stop Selling & Start Leading – How to make Extraordinary Sales Happen”. The post Bizcast: Bits about books – In Conversation with Deb Calvert, Co-author, Stop Selling & Start Leading – How to make Extraordinary Sales Happen. appeared first on Business Podcast Network.

I thought it would be good to give a spotlight to some of the amazing guest and insights they shared on Scale Your Sales Podcast review of 2020 For those that do not know me, I am Janice B Gordon, the Customer Growth Expert, and founder of the Scale Your Sales podcast.  My clients are mid-cap companies that love to solve client problems but hate that existing customer revenue is flat, or that new incumbents are beating them to deals. I help solve this problem of flat-lining revenues through the Scale Your Sales Framework that connects leading-edge capabilities to secure, retain, and grow key client relationships for long-term value and partnership.    Unfortunately, I cannot mention all 50 guests of Scale Your Sales podcast. However, I can spotlight those episodes that received the highest viewers and mention a few of my favourites guest and memorable lessons.   First, I would like to thank all the viewers that tuned in to listen on iTunes or Spotify, Stitcher and other platforms or watched the video version on my YouTube channel, which you can find with search terms Janice B Gordon and YouTube. It has been a memorable year and like others, I must adapt to the changing circumstances, so first I would like to mention the February pre-recorded guest that had their episodes held back to a publish date in September.  It was important to ensure what we were discussing was relevant and the impact of COVID was the most compelling subject.   #051: Kristie Jones - It is Disrespectful to Ask Buyers a Question That is on the Internet Kristie builds Customer Health Scorecard to help SaaS start-ups instil that customer success starts at day one, people think of it as post-sale, says Kristie. How you treat customers and what they can expect from you and the trust level, starts at that first prospecting call, establishing how your company and culture operate. #050: Leigh Ashton –  Why Growth Mindset makes a difference   Salespeople who naturally has a growth mindset they account for the 10% top performers in every company, says Leigh. Rather than say 'I can't do that' - it is 'I can't do that yet', then you keep trying all different angles to find a way through. #052: Bev Hancock - Shift the Trust Needle and Make it About Them The companies who are going for good to great are the companies who are focusing in on loyalty and retention. It is just so much easier to keep your clients when they are part of your family. When you have a trusted relationship with your client, eventually the conversations are no longer a sales call, it is how are we going to work together. #048: Colleen Stanley - Demonstrates Empathy with Emotional Intelligence for Sales Leadership Everybody is looking down all the time at their smartphones, Colleen says, empathy is a paying attention skill, which means you got to lookup around and be perfectly present. #049: Tom Williams - Why Buyer Centred Selling is How Modern Sellers Engage & Collaborate with Buyers Tom is big on preparation for sales calls; it comes across that you are ready, you are confident, you ask better questions. No sports team goes and plays a game without preparation. Surgeons or a Pilot has a checklist, sales must be no different.   #060: David Priemer – the author of Sell the Way You Buy, says Salespeople Get the Idea of Selling Value All Wrong Emotion is the quickest way to get that value to create that rapport and Emotions help the customer understand how they will benefit from working with you. #055: Liz J Simpson - Who Best Understands Their Buyer Will Accelerate Results Digital gives you a direct line to your buyers said Liz and it gives you ways to build thought leadership. When you have the sales foundations, and then you layer on a digital strategy, to accelerates results. I love her, Big Money Movement that focuses on shattering the revenue disparity facing women in business.   Jill Konrath is a shero of mine and many others, she has led the way for many women in Sales. #053 Jill Konrath - Why Sales Leaders Must Learn to Lean Back Some top leaders who are really doing well in sales leadership always focused on their people. The top leaders have loyalty and connection with their people, their people know that they were being supported throughout these tough times as well as in good times. #040: Rakhi Voria - Passionate About Retaining Women in Sales Women in sales have barely increased in the last decade, Rakhi quotes gender bias in sales with only 1 in 5 women VP of sales. There are some genuine issues that women in sales experience, in what is a male-dominated industry. Rakhi talks about the importance of mentors and developing your network. 031: Adrian Swinscoe - How COVID19 Exposes What Excellent CX is and its Impact on Sales The difference between customer experience and the customers' experience is a country mile, say Adrian. Customer experience could be a thing that gets done in organisations, while the customers' experience has got nothing to do with the organisation, it is about what the customer experiences when they deal with the brand.  Sales is an intrinsic part of the whole customer journey with a particular brand and therefore, it is a massive part of what happens that makes up your customers’ experience. 021 - Sam Robinson: Sales Enablement Supports the Drive to Business Performance Sam said that their programme in Sage has helped their salespeople see that social selling is a route to market. Sellers runs away from feedback, but feedback is essential information, that feeds the three things salespeople must get in balance - Skillset, Mindset and Structure. 016 Elinor Stutz - Trusted Relationships is the Differentiator for Selling Well You must build trust upfront, grooming a professional personal relationship and understanding what is important to the customer first.  Elinor says if there is another preferred partner that the buyer is considering, then suggest being the backup supplier and ask them to test one of your smaller services upfront so you prove you can deliver outstanding service.   This last popular spotlight episode achieved double the downloads of any other. Episode 018 Deb Calvert: Buyers Want Sellers to Show-up As Leaders Deb Calvert is co-author of, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen, was named the #3 top sales book of 2018. Deb Calvert is founder of The Sales Experts Channel, a platform I am joining in 2021, and she is president of People First Productivity Solutions. Deb Calvert is also the author of DISCOVER Questions Great questions turn on the buyers' euphoria and open the possibilities for having a different kind of conversation that is engaging and bonding and become a game-changing competitive advantage.    Scale Your Sales weekly podcast in October achieved the listing of No 8. of 42 Best Podcast for Every Sales Professional 2020. The podcast is dedicated to learning from amazing experts and influencers to help you with your journey to Scale Your Sales. It is a show created for B2B executives, sales leaders, key account managers and customer serving professionals, who want to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how. I believe Sales is not a function of the business; sales are the primary outcome of the business. Marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale.  The more focused you are on the customer outcome, the more productive your sales process. More on Scale Your Sales website There is so much more great insight from the guests in all the 65 published episodes of Scale Your Sales podcast. Please do catch up on the episodes you may have missed.  I would appreciate you giving us a rating and review on iTunes and please subscribe so you do not miss the amazing expert's line-up for 2021.  Do not forget to SHARE the LOVE. https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert

Deb Calvert is the author of the research-based bestsellers “DISCOVER Questions Get You Connected” (named by HubSpot as one of the “Top 20 Most Highly-Rated Sales Books of All Time”) and “Stop Selling & Start Leading” (with co-authors Jim Kouzes and Barry Posner). Deb has been named one of the 65 Most Influential Women in Business and is a perennial on lists of top sales thought leaders to follow. She is the founder of The Sales Experts Channel, bringing together over 200 sales authors, speakers, and trainers to provide quality educational content for the sales community with 500+ webinars. Deb is a popular keynote speaker and instructor at UC-Berkeley. https://peoplefirstps.com/ Jasoncooper.io jcooper@jasoncooper.io

Jim Kouzes is the coauthor with Barry Posner of the award-winning and best-selling book The Leadership Challenge now its 6th edition with over 2.5 million copies sold. He also currently serves as a Fellow of the Doerr Institute for New Leaders at Rice University. The Leadership Challenge was selected by Soundview Executive Book Summaries and one of the Best Leadership Books of All Time, named one of the 100 Best Business Books of All Time by 800-CEO-READ, chosen by FastCompany as one of the 2012 Best Business Books of the Year, and has been on the Wall Street Journal bestseller list multiple times. It was also an Amazon Editor’s Pick for one of the Best Business Books of 2007, the winner of the 1995-96 Critics' Choice Award, and the 1989 James A. Hamilton Hospital Administrators' Book Award. Jim and Barry have coauthored over a dozen other publications including Credibility: How Leaders Gain and Lose It, Why People Demand It, The Truth About Leadership, Making Extraordinary Things Happen in Asia, Encouraging the Heart, The Leadership Challenge Workbook, Extraordinary Leadership in Australia and New Zealand, Leadership in Higher Education, and Stop Selling & Start Leading (with Deb Calvert). Their book, Learning Leadership, was selected by Strategy+Business as one of the best leadership books of 2016.

Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. On this episode of The Salesman Podcast Deb explains how we can use selling questions to remain in control of the sales […] The post #668: How To Stay In Control Of The Sales Conversation With Deb Calvert appeared first on Salesman.org.

Doing a good job of discovery and listening are so important to buyers, yet so many sellers are struggling to get this right, especially in today's now digital and remote selling environment. In this interview with Deb Calvert, an Inductee in the Sales Hall of Fame, Keynote Speaker and Sales Effectiveness Consultant as President of People First Productivity Solutions, we discuss what makes for "good discovery", especially how it is more a dialogue person to person than a qualification or diagnostic. In her thoughtful answers, Deb outlines the five essential discovery elements, and exactly how to make sure your sellers get discovery right. https://www.linkedin.com/in/debcalvertpeoplefirst/ #b2b #salesenablement #discovery #diagnosticassessment #dialogicassessment #needsassessment #Socratic #BANT #saleseffectiveness #salestransformation #valueselling #ChallengerSelling #digitalselling #remoteselling

This is the beginning of "Act 2" for Conversations with Women in Sales. Lori Richardson and Women Sales Pros will continue to publish episodes with interviews of amazing women in sales roles. We want to carry on Barb Giamanco's vision and mission. Your feedback and support welcome. This conversation was with Lori, Joanne Black, and Deb Calvert on Barb's passing and the future for CWWIS. 

So what's the secret to real success? Is it a fancy pitch? Maybe some of the most elaborate slides for your presentation. In this Sell Or Die Extra, Jeffrey reveals the secret to success in a conversation with Deb Calvert: hard work. Absorb the teaching of two sales greats as they reveal the key ingredient to sales success. This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts. Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!   Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   NEW BOOK Order your copy of Jeffrey's new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.   SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!  

Is your attitude where it needs to be when it's time to make a sale? If not, let Jennifer Gluckow help you shift it to where you need it to be. Jen was recently on the Sales Experts channel with Deb Calvert and dug into where her attitude is in the right place at all times. As she'll explain, it didn't come overnight but Jen illuminates the steps you need to take to get there.    This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts. Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show! Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   NEW BOOK Order your copy of Jeffrey's new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.   SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!

Every Friday we present a supercut of the most insightful, most inspiring, most useful pieces of sales wisdom from the week that was. And in case you missed it, click the links below to listen to the full episodes.   This episode is brought to you by the Selling with Soul podcast, hosted by Meredith Messenger and produced by the Sell or Die Podcast Network. Selling with Soul discussed new sales and revenue growth strategies, demystifies sales concepts and develops sales skills through master classes and expert interviews. Listen today on Apple Podcasts or wherever you get your podcasts.   On today's show... 02:15 - A Bonus Clip from Jeffrey's conversation with Bob Burg on the wrong Sales Mentality to have 06:33 - Myke Metzger spoke to Jeffrey and Jen about making his first $100,000 in sales. 12:00 - Deb Calvert on the steps is takes to get to Sales Management   GET MORE SELL OR DIE Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!   Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   NEW BOOK Order your copy of Jen's new book Sales in A New York Minute today! 212 pages of real world and easy to implement strategies to make more sales build loyal relationships and make more money.   SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!

How can you take the next step in your sales career? It's a question many in sales ask themselves on yearly, if not daily basis. Our guest expert this week is Deb Calvert, President of People First Productivity Solutions and world renowned author.  Starting off the new year with goals of sales management is a great thing to do, having a concrete plan in place to reach those goals is even better. Calvert shares her insights to help fill that concrete plan into a solid foundation.  This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts.   On today's show... 03:21 - Deb Calvert recaps her 2018  09:05 - Deb's tips for gaining confidence in sales.  11:45 - Leadership isn't something you're born with, but rather a choice of behaviors 19:55 - " I was the worst sales manager of all time at my first job" - Deb Calvert 23:40 - What's next for Deb in 2019?   More on today's guest Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.” Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!   Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   NEW BOOK Order your copy of Jeffrey's new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.   SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!  

This week we're joined by our good friend, Deb Calvert, author of Stop Selling and Start Leading. We discuss how true sales professionals can build competitive advantage, improve win rates, maximize profit, and enhance enjoyment of their job. How? Created value--individual value that comes from you as a sales professional. Larry, Darrell, and Deb discuss ways sales professionals can create value in the sales process.

This week we're joined by our good friend, Deb Calvert, author of Stop Selling and Start Leading. We discuss how true sales professionals can build competitive advantage, improve win rates, maximize profit, and enhance the enjoyment of their job. How? Created value--individual value that comes from you as a sales professional. Larry, Darrell, and Deb discuss ways sales professionals can create value in the sales process.

A live FB discussion of Stop Selling and Start Leading the very first book in our Sell or Die Book Club and you can join! If you haven't already (what's the holdup!) Buy the book using promocode SSSLP for 20% off! This episode is brought to you by, Deathwish Coffee, the world's strongest coffee and the only brew we drink when we do the show. It's the only choice for the true Sell or Diehard! Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds

We've started a Sell or Die Book Club that you can be a part of! Our first book is Stop Selling and Start Leading by Deb Calvert, Jim Kouzes and Barry Posner. We're having a Facebook Live discussion of the book with Deb on May 10th where you can ask questions and help provide insight into this fascinating take on sales and leadership. Here's what to do:  Get the book using promocode SSSLP for 20% off! Follow Jeffrey on Facebook. facebook.com/jeffreygitomer Join us on our Facebook Live group book discussion on May 10th at 2pmET Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds

This week we're joined by Deb Calvert, author of Stop Selling, Start Leading. Did you realize that as a sales rep, you are a leader? Deb shares the parallels between practices of exemplary leaders and practices of high-performing sales reps. You'll be encouraged and challenged--don't miss this episode!

This week we're joined by Deb Calvert, author of Stop Selling, Start Leading. Did you realize that as a sales rep, you are a leader? Deb shares the parallels between the practices of exemplary leaders and the practices of high-performing sales reps. You'll be encouraged and challenged--don't miss this episode!

This week we're joined by Deb Calvert, author of Stop Selling, Start Leading. Did you realize that as a sales rep, you are a leader? Deb shares the parallels between practices of exemplary leaders and practices of high-performing sales reps. You'll be encouraged and challenged--don't miss this episode!

Sales and sales training have been our guest, Deb Calvert's, passion since she was a child earning money for extra weeks at summer camp. You need to catch the beginning of this show to hear how she was originally motivated to get into sales.  She talked about 8 reasons we'd ever ask a question are summarized in DISCOVER (this is an acronym). Most sales people only ask questions for 3-4 reasons. If you open it up to all 8, you open yourself up to be of real value in the conversation and prospects will share the same with you. Let's start within the first five seconds of meeting someone to make you more elegant and effective at advancing sales.Shoot her an email and she'll send you this list of questions. deb.calvert@peoplefirstps.com Her site has a lot of free tools to getting prospects to the point of curiosity fast to learn more about what you are offering. Visit PeopleFirstPS.com She has a great book: DISCOVER Questions(tm) Get You Connected – LISTENER SPECIAL! BOOKMARK this page. It is continuously updated.  Some of what she and Matt are talking about the survey that asks you "When were you at your personal best?" This goes through March. This is how she gathers valuable information.  A bit about Deb Calvert: Deb Calvert, “DISCOVER Questions® Get You Connected” author, Top 50 Sales Influencer, UC-Berkeley instructor. Deb leads the Stop Selling & Start Leading movement and offers sales training, coaching and leadership development programs. Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Building Organizational Strength by Putting People First. We focus on the people parts of business, including: - Coaching for Executives, Managers & Sales Teams - Leadership Development for Leaders at Every Level - Training for Managers and Sales Professionals - Consulting on Team Effectiveness, Sales Productivity, Sales Selection - Keynote addresses on DISCOVER Questions®, sales productivity, leadership connectivity Specialties:  - MBTI Certified Practitioner - Certified Executive Coach, the CEC (ICF) - Full curriculum for sales team training, customized to your industry & market - Author of the DISCOVER Questions® book series and questioning model

When it comes to business, great leaders aren't born, they're made. So how do we ensure we're doing what we can to empower our employees? Deb Calvert, bestselling author and president of People First Productivity Solutions, joins us to discuss the importance of leadership development in your business. We'll cover all the latest trends in training and development—from engagement to productivity to the best tactics for developing the millennial workforce into the leaders of tomorrow. -- Articles & Resources Get the free Emerging Leaders training course: http://bit.ly/20O8iJC  Link to the BrightTALK on how to build the business case for leadership development: https://www.brighttalk.com/webcast/13989/195203 Article on Youth Leadership Development: http://bit.ly/1Wq4OO -- Follow Brandon Laws on Twitter @BrandonLaws Follow Deb Calvert on Twitter @PeopleFirstPS Visit the People First Productivity Solutions website    

Buyers want to be inspired not sold to. Here's why you need to stop selling and start leading. Find out why selling more always starts with good questions. Deb Calvert shares her top tips. See the show notes:

To develop good communication skills, we must learn to ask questions. Not just any questions but questions that will be impactful to a positive result and allows the other person to feel heard. There are three basic types of communicators. One who never ask questions but only talks to be heard. One who will ask questions but never listen to the answer. One who will ask great questions and listen attentively to the answers. This may be an over simplification but I bet you thought of someone you know in one of those examples. I had the pleasure of interviewing Debra Calvert, author of DISCOVER Questions Get You Connected that was nominated as a finalist for Top Sales & Marketing Book of 2013. Deb has been in sales for twenty-five plus years including corporate director of sales training for a Fortune 500 Company. In preparation for this book, she logged an exhaustive amount of research during ten thousand sales calls in several different industries and situations. When Debra interviewed the customers of these salespeople, the first two words mentioned were connected and trust. This confirmed to Debra that asking the right questions would lead to the desired outcome. The word DISCOVER in her title is in all caps because it is an acronym with each letter leading you through eight distinctive purposes of asking a question. All of us know how to ask questions. However, you can take your success to the next level if you learn to ask the right questions AND listen to the answers. Click here or the audio player at the top of the page to listen to my entire twenty-five minute interview with Debra. Have a great week! Pierce Click here to buy this book. To contact Debra and get an autographed copy of the book, go to PeopleFirstPS.