Podcasts about global account manager

In dieser Podcast-Episode spreche ich mit Lukas Grubwieser, Senior Solution Architect, und Leonie Hollstein, Global Account Manager, beide von Databricks, über das Thema DORA Compliance im Finanzsektor. Wir tauchen tief in die Herausforderungen und Chancen ein, die sich durch die neue Regulierung ergeben. 5 Highlights der Episode: Was ist DORA?: Wir klären, was der Digital Operational Resilience Act (DORA) überhaupt ist: Ein regulatorisches Framework, das IT-Risiken in Finanzinstituten adressiert und am 17. Januar 2025 in Kraft getreten ist. DORA zielt darauf ab, die Abhängigkeit von einzelnen Anbietern zu reduzieren und die Resilienz von IT-Systemen zu stärken. Herausforderungen der DORA Compliance: Wir diskutieren die größten Herausforderungen, die sich für Finanzinstitute bei der Umsetzung von DORA stellen. Dazu gehören das Management von Drittparteienrisiken (z.B. Cloud-Anbieter), der notwendige Change-Management-Prozess, der Umgang mit veralteter Technologie (Legacy-Systeme) und die Notwendigkeit eines ganzheitlichen Ansatzes, der alle IT-Systeme umfasst. Die Rolle von Databricks: Ich lerne, wie Databricks Finanzinstitute bei der Erfüllung der DORA-Anforderungen unterstützt. Databricks liefert nicht nur eine Plattform, sondern fungiert auch als Berater und hilft bei der Entwicklung von Prozessen und der Implementierung der notwendigen Technologie. Das Geschäftsmodell ist consumption-based, also erfolgsabhängig. Incident Management und Echtzeit-Monitoring: Wir beleuchten die Bedeutung von Echtzeit-Monitoring und -Logging zur frühzeitigen Erkennung und Reaktion auf Sicherheitsvorfälle. Databricks bietet hierfür Lösungen, die diverse Systeme integrieren und eine zentrale Übersicht ermöglichen. Das beinhaltet auch die Automatisierung von Prozessen. Governance und Open Source: Die Bedeutung von Daten-Governance und die Rolle von Open-Source-Technologien wie Spark und MLflow werden hervorgehoben. Databricks setzt auf einen hybriden Ansatz, der sowohl die Vorteile der Cloud als auch die Unabhängigkeit von einzelnen Anbietern berücksichtigt. Links in dieser Ausgabe Zur Homepage von Jonas Piela Zum LinkedIn-Profil von Jonas Piela Zum LinkedIn-Profil von Lukas Grubwieser Zum LinkedIn-Profil von Leonie Hollstein Zum Whitepaper zu Dora Die Liferay Digital Experience Platform Kunden erwarten digitale Services für die Kommunikation, Schadensmeldung und -abwicklung. Liferays Digital Experience Platform bietet Out-of-the-Box-Funktionen wie Low-Code, höchste Sicherheit & Zuverlässigkeit. Jetzt Kontakt aufnehmen.

Building B2B relationships is one of the most important lifelines of any business. If you do not connect with the right businesses and maintain long-lasting partnerships, your very own venture is doomed to fail. Dr. Ryan O'Sullivan, Global Account Manager at Introhive, is here to discuss how to create B2B relationships that lead to growth and success. Joining Mark Cox, he discusses his seven-year study on the importance of creating a network relationship map, doing in-depth intelligence gathering, and taking advantage of trigger events in sales. Dr. Ryan also explains why internal relationships are as essential as external ones, as well as the proper way to create a good first impression without actually selling.

The data center sector is expanding rapidly, driven by increasing digital demands across sectors. As this growth accelerates, data centers face a workforce shortage, with projections showing the shortage could persist for the next decade. According to a 2023 report by Uptime Institute, 50% of data center operators report difficulties filling open roles. This shortage highlights the need to attract talent from diverse backgrounds to maintain the infrastructure that underpins our digital world.How can the data center industry attract talent from varied fields, and what opportunities does it hold for those seeking non-traditional career paths?In this episode of Straight Outta Crumpton, host Greg Crumpton talks with Tiffany Kovaleski, Global Account Manager at Overwatch, about her unconventional path to the data center sector. Tiffany discusses how building relationships, adaptability, and leveraging her diverse background have enabled her success in a field traditionally dominated by technical backgrounds.Key Points from the EpisodeCareer Transformation and Resilience: Tiffany shared her journey from an unconventional background in cosmetology and event production to her current role in the data center industry, emphasizing resilience, adaptability, and the value of relationships in navigating career transitions.Promoting the Data Center Industry and Trades: Tiffany discussed the growing opportunities in the data center industry and advocated for increased awareness and pathways for people from all backgrounds, including veterans, tradespeople, and young students. She highlighted the need for more educational programs and legislation to build the workforce pipeline, particularly in STEM and trades.The Importance of Community and Support Networks: Tiffany underscored the importance of building strong personal and professional relationships. She spoke about how her network supported her during challenging times and encouraged others to foster connections and have open conversations about mental health and support.Tiffany Kovaleski is an accomplished global operations and strategy leader, with over 15 years of experience in business development, operations, and community building. As the founder and CEO of Kōvent, she created a platform connecting entrepreneurs, investors, and mentors in the technology space. Currently, as Global Account Manager at Overwatch, she leverages her expertise to manage key client relationships and deliver strategic value within the data center industry.

A new survey of 500 Irish third-level students conducted by TELUS Digital Ireland reveals that an overwhelming 85% of students plan to remain in Ireland after completing their studies, highlighting a strong commitment to contributing to the country's workforce and economy. The research - conducted for MTU's LGBTQ+ FLAG week sponsored by TELUS Digital - provides key insights into the career aspirations, workplace preferences, and values regarding diversity, inclusion, and social responsibility of students in Ireland. When asked about their ideal workplace, nearly half (45%) of respondents indicated a preference for large multinational corporations. Meanwhile, 24% said they want to work for small to medium enterprises (SMEs), 16% expressed a desire to be self-employed, and 11% said they would like to work in start-ups, the public sector, or government. Commenting on the research findings, Logan Davidson, Global Account Manager, TELUS Digital Ireland, said: "As businesses continue to evolve, it is vital to understand and align with the expectations of new graduates to attract and retain top talent in Ireland's competitive job market. At TELUS Digital, we are deeply committed to fostering an inclusive and supportive workplace where everyone feels empowered to be their authentic selves. This commitment extends beyond our offices into the communities we live, work and serve. That's why we're honoured to sponsor MTU's LGBTQ+ FLAG Week, reinforcing our belief that inclusivity is not just a principle we uphold - it's something we actively practice. Through meaningful initiatives and engagement, we strive to create a culture where both our team members and communities can thrive." Diversity and inclusion remain a priority for Irish students entering the workforce, with 73% emphasising mental health awareness and support as the most critical aspect. Additionally, 60% consider gender equality to be a key workplace value, while 44% prioritise disability awareness. Furthermore, when asked about the importance of diversity in senior leadership, 46% stated it was important to them, while 25% considered it slightly important. Sustainability and corporate social responsibility (CSR) also play a crucial role in employment decisions, with 59% of students stating they are more likely to apply to organisations that continuously promote sustainable and responsible business practices. "For me, being part of a diverse workplace means feeling seen and valued for who I truly am," said Mattilie Browne, third-year Software Development student and Chairperson of the MTU LGBT+ Society Cork Campuses, "As a member of the LGBTQ+ community, it's incredibly empowering to know that there are companies out there - like TELUS Digital - that genuinely care about creating inclusive spaces where everyone can thrive. Diversity in the workplace isn't just about representation; it's about fostering an environment of mutual respect, understanding, and support." An increasing number of students expect companies to take a stance on social issues, with 80% agreeing that workplaces should actively address external societal challenges such as racial injustice, inequality, accessibility, and the digital divide. Students remain optimistic yet realistic about their job prospects post-graduation. When asked how long they anticipate securing a job, responses were as follows: 53% expect to find employment within four months. 42% anticipate it will take around eight months. 6% believe it will take up to a year. Since 2007, TELUS Digital and its team members have impacted the lives of more than 1.6 million people across the globe through our volunteer activities and charitable giving, including Community Board donations. TELUS Digital Ireland is the digital CX innovator that designs, builds and delivers next-gen solutions, including AI and content moderation, for global and disruptive brands.

This week on The Sales Transformation Podcast we have Dr Ryan O'Sullivan's talk from Global Sales Transformation XIX – his second time speaking at a GST event!  Ryan, Global Account Manager at Introhive, explains how he came to be interested in the subject of relationship mapping, which eventually led to writing his new book: Building B2B Relationships. Understanding the full network of relationships in both your and a client's organisations, he argues, can lead to exponential revenue growth via discovering new ways to multi-thread different service lines.  If you'd like to hear more from Ryan, he will be joining NTT's Julia Munn and our own Dr Phil Squire for a free webinar at 16:00 GMT on 13th February. Sign up below: https://us02web.zoom.us/webinar/register/2317382540925/WN_Eq8wVcBbRDu8atp_iJrG2w   Highlights include:  [00:43] – A rude awakening to neglecting relationships with senior management [04:21] – The key stats behind the importance of existing relationships [22:15] – Outperform your competitors with multi-threading  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/BlJe6Kt7xR4  Ryan's book, Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business, is available to buy on Amazon.  Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

Dans cette dernière partie inspirante, j'accueille Rafaèle Goiffon, elle est :Global Account Manager à Neurones, depuis 12 ans.Co fondatrice du réseau IT au Féminin.Sales depuis plus de 20 ans dans l'industrie technologiqueRafaèle partage ses réflexions sur l'importance de l'écoute active dans le quotidien des leaders, en sales comme en management. Nous partageons notre pratique et nos expertises sur l'importance de comprendre le besoin de ceux qui nous écoutent.Découvrez :Comment détecter les "signaux faibles" pour mieux comprendre et anticiper les besoins des autres, de ses clients, partenaires.Pourquoi les femmes dans la tech doivent prendre la parole pour se rendre visibles et influencer leur environnement professionnel.Ses conseils pratiques pour réseauter efficacement et dépasser le plafond de verre.Rafaèle met également en lumière Women for CEO, un mouvement qui vise à faire éclater le plafond de verre en France en 10 ans, en mobilisant autant d'hommes que de femmes.

We have another talk from GST XIX this week on The Sales Transformation Podcast! This time it's Luke Skinner, VP of Global Strategic Initiatives at SAP, discussing the key attributes a Global Account Manager needs to address the unique challenges they face.  Drawing on the research he conducted while studying for his master's with Consalia, Luke splits the traits a GAM needs into foundational and leading characteristics. Above all, he stresses the fact that they need to be able to work effectively with people from all levels of both their own and their clients' organisations.  Highlights include:  [03:00] – Global Account Management is a boundary spanning role [12:35] – The leading characteristics of an exceptional Global Account Manager [21:56] – As a Global Account Manager you are an expert in your customer  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/oOImd9Olhl0 Connect with Philip Squire on LinkedIn Connect with Luke Skinner on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

Dans ce nouvel épisode de Rebond-s, nous accueillons Rafaèle Goiffon, elle est :Global Account Manager à Neurones, depuis 12 ans.Co fondatrice du réseau IT au Féminin.Sales depuis plus de 20 ans dans l'industrie technologiqueRafaèle est très engagée dans le monde de la tech en faveur de l'inclusion dans la tech, mais aussi sur des sujets sociaux et environnementaux, en plus de sa recherche continue d'excellence, de performance et de croissance. Dans cette seconde partie de notre échange, nous abordons les sujets suivants : L'ensemble des obstacles, des femmes dans l'IT et l'entrepreneuriat dès la maternelle jusqu'aux postes de direction, en France Les conséquences des discriminations structurelles, le sexisme, la gestion des rôles familiaux pour la réussite des femmes.Comment la prise de parole peut-elle devenir un levier puissant pour briser les plafonds de verre ? L'importance de la persuasion, de la parole dans le quotidien de sales, grands comptes.Les conséquences de ne pas prendre la parole dans des situations pro et perso.Pourquoi les femmes dirigeantes dans la tech sont-elles si peu nombreuses ? Découvrez nos conseils concrets pour transformer la parole en action et bâtir une carrière alignée avec vos ambitions, avec nos expertises conjointes entre les sales et la rhétorique, prise de parole en publique.Retrouve le lien du premier épisode ici Partage tes apprentissages directement avec Rafaèle.SPONSOR :Dirigeantes d'entreprises, découvre ton style oratoire en seulement 5 semaines pour dire bye bye à ton syndrome de l'imposteur et faire décoller ton activité grâce à la puissance de la rhétorique, sans stress avec mon accompagnement personnalisé.RESSOURCES :L'ensemble des secrets de la prise de parole, ici dans ma newsletter.

Dans cette nouvelle interview de Rebond-s, nous accueillons Rafaèle Goiffon, elle est : Global Account Manager à Neurones, depuis 12 ans. Co fondatrice du réseau IT au Féminin.Sales depuis plus de 20 ans dans l'industrie technologiqueElle partage son incroyable parcours dans l'industrie tech, où elle a multiplié par 10 son périmètre d'affaires en tant que sales, grand compte, et raconte comment son engagement pour la diversité et l'égalité des genres l'a menée à créer des initiatives à fort impact.

It's a pre-GST special this week on The Sales Transformation Podcast as Phil is joined by Dr Ryan O'Sullivan, Global Account Manager at Introhive.  Ryan returns to the show to discuss his new book on B2B relationships and how relationship mapping can help to turn you into a trusted partner in the eyes of your customers.  Highlights include:  [09:27] – Why do relationships matter? [23:45] – Mutual disclosure can both you and your client build a stronger network [41:11] – A three-step process for developing relationships  Introhive are very kindly sponsoring Global Sales Transformation XIX on 28th November, and Ryan will be speaking at the event. There are still a small number of tickets left if you want to hear him and the rest of our amazing speakers!  Ryan's new book, Building B2B Relationships, is available to pre-order at Kogan Page.  Connect with Philip Squire on LinkedIn Connect with Dr Ryan O'Sullivan on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

Our ‘Imagen This' podcast is back! This episode our CEO, Jay Richards chats to Sammi Huang, Global Account Manager at Dentsu. They explore the importance of brands incorporating sustainability into their agendas to win over Gen Z, whilst contributing towards a better planet. Each episode we finish by debating a topical news piece and this week we delve into the controversial US presidential election debates.

Topping interviews Paul Donoghue who is the former Global Account Manger for Pure storage. Tune in to hear Paul's story from taking Sony tape writing mechanisms to make a backup solution to working for and building out some of the largest IT backup companies in the globe. Topping Talks is Sponsored by Topping Technologies & ExpressVPN. Protect your online privacy https://www.xvuslink.com/?a_fid=toppi... If your business needs IT assistance you can reach Topping Technologies at sales@toppingtechnologies.com Follow Topping on Twiitter-https://twitter.com/NicTopping

Lenovo's Global Account Manager of Smart Collaboration, Caroline Kneafsey, joined my latest episode of Rants & rAVes today to talk about how they're not only going to show their entire UCC portfolio but, how they've integrated their 3rd party partners into booth C8143 at InfoComm 2024. Lenovo is in the enviable position to own the compute devices in more rooms than any other company and they'll show how they're embracing Zoom, MS Teams and Google Meet, equally.

In this episode of the In the Club Podcast by Club Colors, John Morris and Karolina Buczek, co-founder of Level Up Social Networking Events, discuss the importance of building relationships and being likable in sales. They also talk about the training and role of a large enterprise account executive at Workday. Carolina emphasizes the need to challenge prospective clients and provide solutions that help streamline their business processes. The Level Up events are designed to create a comfortable and welcoming environment for networking and building relationships. Carolina encourages people to attend the events to meet amazing individuals and potentially find new business opportunities. The events have resulted in over six figures in closed business deals.During this lively event, John is also joined by amazing executives, sales, marketing, and leaders who joined the Level Up Social Networking Event. They share the fine details of who they are and what they do in their respective industries. But it's not all about work—stay tuned as our guests get on The Hot Iron with JMo and answer fun questions on shocking details about themselves that really let their personalities shine! HIGHLIGHTSKarolina Buczek, co-founder of Level Up Social Networking EventsTony Perez, Employee Benefits Consultant at DSP Insurance ServicesMr. Miller, photographerBeverly Stenberg, Business Development Coordinator at British Standards InstitutionCasandra Torres, ALPFA Volunteer & SPM VolunteerErvin Szot, Chief Financial Officer of Serving People with a MissionMichael Wolf, Global Account Manager at Cogent CommunicationsSarah Bourdon, Financial Planner at The Next Level Planning GroupMichael (Spike) Engelman, Host and Co-Founder of Level Up Networking EventsJoin the Level Up Social Networking Event. Click HERE for more details!If you enjoyed this episode, please leave us a review on your favorite podcasting platform. We really appreciate it!

In this episode, Lauren and David had a blast chatting with Jackie Godlewski, Fresh Food Program Manager, and Stephanie De La Hoz, Director of Programming, from Move for Hunger. Enjoy the conversation!Move for Hunger Links:Website | Facebook | Twitter | Instagram | LinkedInStephanie: Stephanie was born in the Philippines and currently resides in Tampa, Florida, USA, where she grew up. She earned a Bachelor's Degree in Foreign Language Education (Spanish/Italian) from Florida International University and a Master's Degree in Nonprofit Management from the University of Central Florida. She started her career as a high school teacher, and then served as a Peace Corps Volunteer in Colombia for 2.5 years, training public school teachers and organizing youth development programs. Upon returning to the USA, Stephanie decided to focus her career on nonprofit work and became involved in hunger relief organizations. In January 2022, she began working at Move For Hunger, a non-profit organization focused on reducing food waste and fighting hunger, as the Director of Programming. There she oversees all of the organization's programs that help transport food from donation sources to distribution sites while engaging the moving and relocation industry. Stephanie is passionate about poverty alleviation, social justice, and education. In her free time she enjoys traveling, reading, practicing yoga, and spending time outdoors with her two toddlers.Jackie: Jackie brings a variety of experience to her role as Fresh Food Program Manager at Move For Hunger. Originally from Connecticut, she pursued a degree in Hotel Restaurant Management from Penn State and worked in the industry for 13 years, focusing on event planning and hotel management. Pursuing her love of sales, Jackie traveled the tradeshow circuit for 3 years before enjoying a successful 15-year career with Dell Computers, concluding as Global Account Manager in the high tech industry in Austin, TX. Eager to give back, and led by a passion to help seniors, she pursued a career in the non-profit industry, first as Senior Center Director, then as Director of Volunteer Services, overseeing a team of 900 volunteers with Meals on Wheels PLUS and the Food Bank of Manatee County in FL. It was here she developed a passion for healthy living and fighting hunger with fresh healthy food. Since 2021, Jackie has been busy developing the new Fresh Food program at Move For Hunger which has become a key initiative for the organization in 2023.

“I've never been hung up on,” said no sales rep ever. Cold calling can be a discouraging and repetitive cycle, full of missed calls and hang-ups. However, Shea Gordon points out that the SDR role, while challenging, is the best way to break into the world of tech sales.  In this episode of Tech Sales is for Hustlers, Shea Gordon, Global Account Manager at SonarSource, discusses the value in learning tech sales through the SDR role, getting into the hustle mentality, and the importance of self-reflection and accepting feedback.  

This AV+ podcast kicks off a series of discussions with our 40 influencers under 40, Class of 2022.  CI's editor-in-chief, Dan Ferrisi, welcomes Steven Mason, Global Account Manager at AVI-SPL, Jennifer Goodyer, Sales Manager at RTSales, Inc, Jenn Steinhardt, AV Design Consultant at Shen Milsom & Wilke (SM&W), and Will DeWitt, Learning Environments Manager at The University of Southern California, to the podcast. They chat about diversifying AV and retaining young talent. For more information, visit CommercialIntegrator.com.

Let's not play. Being a woman in tech sales is a challenge at best. It comes with a whole slew of challenges, hidden and not so hidden, that must be navigated and overcome just to be considered moderately equal. Join us as we discuss the what, why and WTF of breaking boundaries and creating success when the deck is intentionally stacked against you.Jessica Bryar is currently a National Channel Director where she works on strategic channel partnerships at one of the largest Global Carriers, where she is not the anomaly in the sales world. She is no longer the only woman in the room, from strong female leadership to building a team of her own that is all-female, she is part of the change.Before this role, she was a Global Account Manager for the Central region, where she helped multinational companies with their global connectivity, security, telecommunications, and SD-WAN solutions.She also was Sales Director/cloud solutions for Sandler Partners (formally X4 Communications). Where she helped partners and their clients move network, storage, emails, and other applications to the cloud.Prior to Sandler partners, Bryar has worked at various technology companies ranging from Managed Service Providers to Private Cloud Manufacturers. Additionally, Bryar has been featured in the book, “How to Be a Woman in Technology”.Lastly, she is the Current Operations Chair for Cloud Girls, (a nonprofit technology group that helps out women in technology and mentors the next generation.)Bryar currently resides in Chicago, IL with her rescue pittie.

Let's not play. Being a woman in tech sales is a challenge at best. It comes with a whole slew of challenges, hidden and not so hidden, that must be navigated and overcome just to be considered moderately equal. Join us as we discuss the what, why and WTF of breaking boundaries and creating success when the deck is intentionally stacked against you.Jessica Bryar is currently a National Channel Director where she works on strategic channel partnerships at one of the largest Global Carriers, where she is not the anomaly in the sales world. She is no longer the only woman in the room, from strong female leadership to building a team of her own that is all-female, she is part of the change.Before this role, she was a Global Account Manager for the Central region, where she helped multinational companies with their global connectivity, security, telecommunications, and SD-WAN solutions.She also was Sales Director/cloud solutions for Sandler Partners (formally X4 Communications). Where she helped partners and their clients move network, storage, emails, and other applications to the cloud.Prior to Sandler partners, Bryar has worked at various technology companies ranging from Managed Service Providers to Private Cloud Manufacturers. Additionally, Bryar has been featured in the book, “How to Be a Woman in Technology”.Lastly, she is the Current Operations Chair for Cloud Girls, (a nonprofit technology group that helps out women in technology and mentors the next generation.)Bryar currently resides in Chicago, IL with her rescue pittie.

Alison Graham is the Global Account Manager at Amazon Web Services, which provides reliable and scalable cloud computing platforms to businesses all over the world. In this episode, she and host Jenna Sacks dig into what makes a great salesperson. According to Alison, "number one is discipline." She also shares advice on how to prioritize and create a schedule that will help you achieve your goals. Visit Salesloft.com for show notes and insights from this episode.

Let's not play. Being a woman in tech sales is a challenge at best. It comes with a whole slew of challenges, hidden and not so hidden, that must be navigated and overcome just to be considered moderately equal. Join us as we discuss the what, why and WTF of breaking boundaries and creating success when the deck is intentionally stacked against you. Jessica Bryar is currently a National Channel Director where she works on strategic channel partnerships at one of the largest Global Carriers, where she is not the anomaly in the sales world. She is no longer the only woman in the room, from strong female leadership to building a team of her own that is all-female, she is part of the change.Before this role, she was a Global Account Manager for the Central region, where she helped multinational companies with their global connectivity, security, telecommunications, and SD-WAN solutions. She also was Sales Director/cloud solutions for Sandler Partners (formally X4 Communications).Where she helped partners and their clients move network, storage, Emails and other applications to the cloud. Prior to Sandler partners, Bryar has worked at various technology companies ranging from Managed Service Providers to Private Cloud Manufacturers.Additionally, Bryar has been featured in the book, “How to Be a Woman in Technology”.Lastly, she is the Current Operations Chair for Cloud Girls, (a nonprofit technology group that helps out women in technology and mentors the next generation.) Bryar currently resides in Chicago, IL with her rescue pittie.

Let's not play. Being a woman in tech sales is a challenge at best. It comes with a whole slew of challenges, hidden and not so hidden, that must be navigated and overcome just to be considered moderately equal. Join us as we discuss the what, why and WTF of breaking boundaries and creating success when the deck is intentionally stacked against you. Jessica Bryar is currently a National Channel Director where she works on strategic channel partnerships at one of the largest Global Carriers, where she is not the anomaly in the sales world. She is no longer the only woman in the room, from strong female leadership to building a team of her own that is all-female, she is part of the change.Before this role, she was a Global Account Manager for the Central region, where she helped multinational companies with their global connectivity, security, telecommunications, and SD-WAN solutions. She also was Sales Director/cloud solutions for Sandler Partners (formally X4 Communications).Where she helped partners and their clients move network, storage, Emails and other applications to the cloud. Prior to Sandler partners, Bryar has worked at various technology companies ranging from Managed Service Providers to Private Cloud Manufacturers.Additionally, Bryar has been featured in the book, “How to Be a Woman in Technology”.Lastly, she is the Current Operations Chair for Cloud Girls, (a nonprofit technology group that helps out women in technology and mentors the next generation.) Bryar currently resides in Chicago, IL with her rescue pittie.

Time for the final video in our 'meet the' series

In this episode of The Dyslexia Life Hacks Show, we are talking to Kelly Monday, who works for Microsoft and has recently been promoted to Consumer Channel Sales Director (at the time of recording she was the Global Account Manager for WPP). She discovered she was dyslexic at 19 years old during the early stages of university studies, this allowed her to get the right support during her studies. Kelly then took a graduate position at IBM and tried out many roles in different parts of the company before moving into sales post her graduate training, where she progressed her career before moving to Microsoft. At Microsoft, alongside her role, Kelly is a mental health ambassador and has run the Thinking Differently about Dyslexia boot camps, aimed at helping children with Dyslexia feel proud of their Dyslexic thinking, skills and learn how to use the Microsoft Learning tools.In this podcast, you hear how Kelly used tools to help her through her studies, some of the tools that Microsoft has to assist dyslexics, how having the right people to mentor and talk too help her embrace her dyslexia and how she now does the same for other dyslexic's.   This podcast is Kelly's personal stories and opinions; she is not talking on behalf of Microsoft. For more hacks tip and tricks for dyslexia and full show notes please visit  Dyslexia Life Hacks.

This week, we continue our look back at the top 10 most-downloaded episodes of the FourBlock Podcast with #2 on the countdown, “How to Seize Opportunity in Your Career and Market Yourself as a Veteran” with former Army Pilot, Global Account Manager at LinkedIn, and FourBlock Board Member Darren Sumter. In this interview, Darren recounts his experiences growing up, serving in the Army, and transitioning into the civilian workforce. Darren also shares his expert recommendations for veterans on how to market yourself and how to seize opportunities in your post-military careers. For over 20 years, Darren has worked as a management consultant and a business development strategist specializing in providing companies with business-to-business software solutions to drive innovation and improve profitability. Currently, Darren works as a Global Account Manager at LinkedIn, where he manages responsibilities for several strategic customers in North America across several sectors. Prior to LinkedIn, Darren was a member of several big data B2B software strategic consulting companies where he held responsibilities for new market and new customer business development. Prior to his software career, Darren was a strategy consultant in the US and Europe. He attended Harvard Business School (HBS), where he earned his MBA. Prior to HBS, Darren attended the US Military Academy at West Point where he earned a B.S. in mechanical and aerospace engineering and served in the U.S. Army's aviation branch. He is a veteran of the first Gulf War where he served in Saudi Arabia and Iraq for Operations Desert Storm and Desert Shield. Resources: LinkedIn Resources for Military Spouses LinkedIn Resources for Veterans   ABOUT US Welcome to the FourBlock Podcast, a show that examines veteran career transition and the military-civilian divide in the workplace. General Charles Krulak coined the term "Three Block War" to describe the nature of 21st-century military service defined by peace-keeping, humanitarian aid, and full combat. But what happens next? Veterans are often unprepared to return home and begin new careers. We call this the Fourth Block.  FourBlock is a national non-profit that has supported thousands of transitioning service members across the nation in beginning new and meaningful careers.  Mike Abrams (@fourblock) is an Afghanistan veteran, founder of FourBlock, and author of two military transition books. He represents the military transition perspective. Lindsey Pollak (@lindsaypollak) is a career and workplace expert and New York Times bestselling author of three career advice books. Lindsey represents the civilian perspective of this issue.  Veterans, explore new industries and make the right connections. Find a career that fits your calling. Join us at fourblock.org/ Sponsor our program or host a class to equip more of our veterans at fourblock.org/donate. Follow FourBlock on Social Media  LinkedIn Facebook Instagram Twitter Podcast episodes are produced and edited by the Columbia University Center for Veteran Transition and Integration.      

The Global Fleet Voices video series produced by Automotive Fleet puts a spotlight on key leaders in today's fleet management industry. This episode is sponsored by and produced in partnership with Geotab

This week on The FourBlock Podcast, we are sharing a conversation that co-host and FourBlock Founder Mike Abrams had recently with Sarah Roberts and Darren Sumter during a session of FourBlock's Fall 2021 West Coast Career Readiness Program. Darren is a Global Account Manager for LinkedIn and a member of FourBlock's Board of Directors. Sarah is LinkedIn's Head of Military and Veteran Programs. Over the course of this discussion, Saran and Darren discuss their transitions from active service, talk about career opportunities at LinkedIn, and share some career transition best practices.     ABOUT US Welcome to the FourBlock Podcast, a show that examines veteran career transition and the military-civilian divide in the workplace. General Charles Krulak coined the term "Three Block War" to describe the nature of 21st-century military service defined by peace-keeping, humanitarian aid, and full combat. But what happens next? Veterans are often unprepared to return home and begin new careers. We call this the Fourth Block.  FourBlock is a national non-profit that has supported thousands of transitioning service members across the nation in beginning new and meaningful careers.  Mike Abrams (@fourblock) is an Afghanistan veteran, founder of FourBlock, and author of two military transition books. He represents the military transition perspective. Lindsey Pollak (@lindsaypollak) is a career and workplace expert and New York Times bestselling author of three career advice books. Lindsey represents the civilian perspective of this issue.  Veterans, explore new industries and make the right connections. Find a career that fits your calling. Join us at fourblock.org/ Sponsor our program or host a class to equip more of our veterans at fourblock.org/donate. Follow FourBlock on Social Media  LinkedIn Facebook Instagram Twitter Podcast episodes are produced and edited by the Columbia University Center for Veteran Transition and Integration.  

Corporate travel is one of the most complex spend categories that procurement has management responsibility for. For almost two years now, business travel has been in a state of flux resulting from the global COVID-19 pandemic, leaving most companies and procurement teams with a whole series of unanswered questions:   How should your corporate travel policy change to reflect new realities? How do you negotiate deals when volumes are uncertain? How do you account for traveler safety? And how do you integrate sustainability into your travel program? In this four-part special series brought to you in partnership with Egencia, the world's business travel platform, we will cover all of these pressing issues and more. In the final episode of the series, host Philip Ideson speaks with Kristina Zdrilic Siljedahl, Global Account Manager and Sustainability Ambassador at Egencia, to discuss the tactics and metrics that companies can use to integrate sustainability into their travel program.

Corporate travel is one of the most complex spend categories that procurement has management responsibility for. For almost two years now, business travel has been in a state of flux resulting from the global COVID-19 pandemic, leaving most companies and procurement teams with a whole series of unanswered questions:   How should your corporate travel policy change to reflect new realities? How do you negotiate deals when volumes are uncertain? How do you account for traveler safety? And how do you integrate sustainability into your travel program? In this four-part special series brought to you in partnership with Egencia, the world's business travel platform, we will cover all of these pressing issues and more. In this first episode of the series, host Philip Ideson speaks with Ann Dery, Director of Global Travel at S&P Global, and Rob Fodor, Global Account Manager at Egencia, about the changes companies are making to their travel policies in the short term and their perspective on when different types of travel will resume.

Going through the journey of Michael Pontoriero, a Global Account Manager at Cisco Systems. Mike reviews his experiences growing up which exposed him to the sales career, his college years, and his young professional career to date. He also shares his aspirations of where he wants to go.

Meliza Leitch is a Global Account Manager for Cogent Solutions based in Singapore. Meliza is one of the most courageous women I know, coming from Sri-Lanka and followed by a fanbase that more often than not, holds her to very strict cultural traditions as she exercises her rights to explore herself and her beliefs, publicly. I thoroughly enjoyed this conversation about today's social movements including the emergence of a left-wing fascism, wokeism, individualism, racism at the olympics and beyond, her Sri-Lankan heritage and more. Connect with Meliza here: Instagram: https://www.instagram.com/leitchpeach/ LinkedIn: https://www.linkedin.com/in/melizaleitch Subscribe for more content like this! ---------- https://instagram.com/unleash.love https://www.facebook.com/unleashlovepodcast https://www.quora.com/profile/Unleash-Love https://www.linkedin.com/company/unleash-love Read our blog articles, contact us and more at https://unleash.love. If you're interested in being a part of our #DiaryOfAWoman interview series and tell your story, please book a session with Clément here: http://bit.ly/diaryofawoman Lastly if you're looking for help with your mental health or relationship and you'd like to talk with Clément, you can book a consultation here: http://bit.ly/unleashtherapy --- Send in a voice message: https://anchor.fm/unleashlove/message

Christian Steiger ist Global Account Manager für die Automobilindustrie bei ABB. In seinem Job ist er für die Ladeinfrastruktur von Elektrofahrzeugen zuständig. Im Interview berichtet er von den Themen in seinem Job und wie hier der Einstieg gelingt.

Christian Steiger ist Global Account Manager für die Automobilindustrie bei ABB. In seinem Job ist er für die Ladeinfrastruktur von Elektrofahrzeugen zuständig. Im Interview berichtet er von den Themen in seinem Job und wie hier der Einstieg gelingt.

Christian Steiger ist Global Account Manager für die Automobilindustrie bei ABB. In seinem Job ist er für die Ladeinfrastruktur von Elektrofahrzeugen zuständig. Im Interview berichtet er von den Themen in seinem Job und wie hier der Einstieg gelingt.

About Emma Vassallo: Emma Vassallo – Managing Director in Global Account Management at IHS Markit in London. Emma has over 25 years’ experience in banking and financial services where she has held roles in sales and account management. Emma currently holds the role of Global Account Manager for Global Banks at IHS Markit, a leading source of information, analytics and expertise for business, finance and governments. Emma joined IHS Markit in 2013 following an 8-year career break to bring up her 3 children. Prior to that, she had a successful career in various sales roles in global banks in London where she specialised in structured credit and credit derivatives. With over 25 years’ experience, Emma is now responsible for managing senior customer relationships, leading business development and growth strategy across the business globally. Emma has held a leading role in the women’s network throughout her time at IHS Markit and is currently a member of the advisory board representing the Global Women’s Network for the Diversity, Equity and Inclusion office. Emma is married, has three teenage children and a Labrador puppy. Connect with Emma here: LinkedIn: https://www.linkedin.com/in/emmavassallo/ Twitter: @emmavassallo The Psychology of Successful Women podcast with Shona Rowan explores the mindset, behaviour and success strategies of high-achieving women. Shona Rowan is an international performance and mind-set consultant, inspirational speaker and high-performance coach. Over the past 20 years Shona has helped thousands of women accelerate their success and maximise their results via her practical workshops and webinars, large events and her signature program – “The Psychology of Successful Women – Career Acceleration Program”. She also works internationally with global companies to inspire, develop and retain their female staff and clients.See omnystudio.com/listener for privacy information.

Building a career in sales comes down to three simple things: knowing yourself, relationships and choosing your tactics. I am joined by Jesse Rothstein, Global Account Manager for LinkedIn Sales Solutions, to discuss these things in more detail so you can use them to enhance your sales career, starting right this moment. What we talked about: Jesse's superhero origin story The power of consistently doing simple things really well Specific lessons from Jesse's time at LinkedIn The book he authored: “Carry That Quota” We mention these resources during the show, for you to look up and make use of: Jesse Rothstein's LinkedIn Profile LinkedIn's Sales Solutions Outreach's Website Carry That Quota (Book by Jesse Rothstein) The Action Method For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for The Sales Engagement Podcast in your favorite podcast player.

My dear friend, Rajiv Srinivasan, is back by popular demand after inspiring all of us to read more on Episode 23. Rajiv is a Global Client Director at LinkedIn and the Chief Reading Officer at 99pages, which we get into on this episode. Rajiv was on the Dean’s List at West Point and graduated in the Top 5% of his class in 2008. He also earned an MS in Applied Mathematics from Columbia University and his MBA from Wharton.  His amazing wife Chelsea is also a Wharton graduate. After graduating from West Point in 2008, Rajiv deployed to Afghanistan as a platoon leader.  In Afghanistan, Rajiv did over 300 combat patrols and was awarded the Bronze Star Medal and received the Combat Action Badge.  Rajiv transitioned out of the military in 2013 and moved to Silicon Valley, where he was part of the Founding Team at Morta Security, a cyber security company that was acquired by Palo Alto Networks in 2013.  After Morta was acquired, Rajiv became a Enterprise & SLED Account Manager at MobileIron. In 2016, Rajiv became a Global Account Manager at VMWare. Rajiv is also an Eagle Scout, avid snow skier (you’ll hear him talk about a scary incident he had in Lake Tahoe), musician (he plays guitar, ukulele, piano, and is a vocalist), he has climbed Mount Kilimanjaro, has completed the NYC Marathon, the Marine Corps Marathon, and the Escape from Alcatraz Triathlon.  Rajiv has also been a contributor for the New York Times and TIME on military and veteran issues.  Rajiv is someone that has inspired me ever since we met at West Point in 2005.  In this interview, we dive into what Rajiv has been reading, his motivation for starting 99pages and what it is all about, his views on leadership, and we finish with a fun lightning round of questions. I really enjoyed this conversation, just like every conversation I have with Rajiv, and I think you will, too. 

Managing your task list? Making dinner? Doing homework? The principles of the Agile Manifesto, while typically applied to accomplishing a development sprint, can apply to more than you think. On this episode, Andrew Powell interviews Elizabeth Wilson (who you'll recognize from past Ten Thousand Feet episodes on Agile) and Delivery Practice Team Lead, Brett Fitzgerald. As you'll hear on this episode, Elizabeth has recently joined the sales ranks at OST as a Global Account Manager and Brett is stepping into her role to lead OST's delivery practice. Elizabeth and Brett are passionate about using the principles of Agile in everyday practices like planning your work and even managing your family life.  Regardless of your role in the organization, we think you'll get something out of this episode. Enjoy! 

Thomas Vanderkin is Global Account Manager for Lenovo, responsible for some of the largest Telcos and Solution Integrators. Over the years as a ‘hobby’ he has also developed a wildly popular personal brand -  Vanderkinverse. His videos and reviews appear on YouTube, LinkedIn, and other social media channels with millions of views, and over 30,000 followers on LinkedIn.  Thomas began his career at GE Capital leasing PCs, then moved to Wachovia mortgage division, and then to the IBM Personal Computer Division, which was later to become Lenovo. He has held various roles in Lenovo including software engineering, project management, and sales. He has several technology articles published and two U.S. patents. In this episode we talk about how his personal brand came to be, why the content is so popular, and how his brand supports his career in sales.  Key Points of This Discussion Thomas’s background and personal brand How Thomas’s huge LinkedIn following emerged The business benefit of building a personal brand Developing a rapport with people over social media Tips for salespeople to begin and improve their social presence A deliberate approach to building a quality network Leveraging other channels alongside LinkedIn Tom asks me about my own experience with LinkedIn Tom’s final thoughts and advice for salespeople starting out on LinkedIn Check out Tom’s YouTube Channel here, and find him here on LinkedIn

This week, we continue our look back at the top five most-downloaded episodes of the FourBlock Podcast with the #3 most-downloaded episode, “How to Seize Opportunity in Your Career and Market Yourself as a Veteran” with former Army Pilot, Global Account Manager at LinkedIn, and FourBlock Board Member Darren Sumter. In this interview, Darren describes his experiences growing up, serving in the Army, and transitioning into the civilian workforce shares expert recommendations for veterans on how to market yourself and your experience, and seize opportunity in your post-military careers. For over 20 years, Darren has worked as a management consultant and a business development strategist specializing in providing companies with business-to-business software solutions to drive innovation and improve profitability. Currently, Darren works as a Global Account Manager at LinkedIn, where he manages responsibilities for several strategic customers in North America across several sectors. Prior to LinkedIn, Darren was a member of several big data B2B software strategic consulting companies where he held responsibilities for new market and new customer business development. Prior to his software career, Darren was a strategy consultant in the US and Europe. He attended Harvard Business School (HBS), where he earned his MBA. Prior to HBS, Darren attended the US Military Academy at West Point where he earned a B.S. in mechanical and aerospace engineering and served in the U.S. Army's aviation branch. He is a veteran of the first Gulf War where he served in Saudi Arabia and Iraq for Operations Desert Storm and Desert Shield.   Resources: LinkedIn Resources for Military Spouses LinkedIn Resources for Veterans   ABOUT US Welcome to the FourBlock Podcast, a show that examines veteran career transition and the military-civilian divide in the workplace. General Charles Krulak coined the term "Three Block War" to describe the nature of 21st-century military service defined by peace-keeping, humanitarian aid, and full combat. But what happens next? Veterans are often unprepared to return home and begin new careers. We call this the Fourth Block.  FourBlock is a national non-profit that has supported thousands of transitioning service members across the nation in beginning new and meaningful careers.  Mike Abrams (@fourblock) is an Afghanistan veteran, FourBlock founder, director of the Columbia University Center for Veteran Transition and Integration, and author of two military transition books. He'll be representing the military transition perspective. Lindsey Pollak (@lindsaypollak) is a career and workplace expert and New York Times bestselling author of three career advice books. Lindsey will be representing the civilian perspective of this issue.  Veterans, explore new industries and make the right connections. Find a career that fits your calling. Join us at fourblock.org/ Sponsor our program or host a class to equip more of our veterans at fourblock.org/donate. Follow FourBlock on Social Media  LinkedIn Facebook Instagram Twitter Podcast episodes are produced and edited by the Columbia University Center for Veteran Transition and Integration.  

PRESENTED BY THE TENNESSEE WORLD AFFAIRS COUNCIL AND "THE TENNESSEAN'S" CIVILITY TENNESSEE CAMPAIGN Our debate watch party included pre- and post-debate discussions with our panel of specialists on campaign operations, polling, media, global affairs and other relevant fields. Our panel included: • David Plazas, Opinion Engagement Editor, "The Tennessean" (moderator) • Mark Braden, Senior VP, Mercury LLC, former campaign manager for Senator Lamar Alexander. • Rachael Dean Wilson, Director of External Affairs, Alliance for Securing Democracy, former Senator John McCain staff member and press assistant in McCain 2008 campaign. • Holly McCall, Editor, "Tennessee Lookout" online news • Sarah Lingo, Executive Director, Sister Cities of Nashville • Amanda Knarr, Global Account Manager, Forrester Research; TNWAC Board • Campbell Lahman, Academic WorldQuest Program Rep • Patrick Ryan, President, Tennessee World Affairs Council Debate Topics: COVID-19 American Families Race in America Climate Change National Security Leadership

Join our panel of professionals who have lived and worked abroad, or work in global affairs fields in the States as they talk about and answer questions in an insightful "how-to" session. The Tennessee World Affairs Council (TNWAC) was pleased to present six professional women in a variety of fields joining us from three countries on two continents. We welcome your feedback on what you gained by hearing their stories and perspectives -- info@tnwac.org. Thanks. ^ Chair: Dr. Susan Haynes, PhD; Assistant Professor of Political Science, Lipscomb University ^ Amanda Knarr, Global Account Manager, Forrester Research ^ Lindsay L. Rodman, Executive Director, The Leadership Council on Women in National Security (LCWINS); Adjunct Senior Fellow, Center for a New American Security (CNAS); United States Marine Reserve JAG ^ Daniela Segovia, Coordinator, NGO Magnolia Foundation for Peace & Wellness ^ Francine Uenuma, Humanitarian Assistance Advisor to the Military with the U.S. Agency for International Development's Bureau for Humanitarian Assistance ^ Nancy Youssef, Chief Business Development Officer, Soles4Souls, Nashville THE MISSION of the nonprofit, nonpartisan Tennessee World Affairs Council is to promote international awareness, understanding and connections to enhance the region’s global stature and to prepare Tennesseans to thrive in our increasingly complex and connected world. THE VISION of the Tennessee World Affairs Council is a well-informed community that thinks critically about the world and the impact of global events. We invite you to support TNWAC through membership and/or a gift -- TNWAC.org

When it comes to explaining 'Business Travel' what is the news media missing? We sit down with Ilene Onieal, Global Account Manager for one of the largest Travel Management Companies and former Global Travel Program Manager for NetJets Aviation to discuss the state of the industry. We begin by discussing Ilene's background as well as how she networked herself into the role of dispatcher followed by multiple leadership roles within NetJets. We leverage Ilene's extensive travel management experience to help the listener understand what 'business travel' means and what the media is missing. Finally, experiencing the furlough of her husband during the economic crisis we dive into recognizing depression and how best to support your spouse while dealing with the loss of employment. Hosted by Jason DuVernay, Raven Careers The statements made in this show are our own opinions and do not reflect, nor were they under any direction of our employers. 

When it comes to explaining 'Business Travel' what is the news media missing? We sit down with Ilene Onieal, Global Account Manager for one of the largest Travel Management Companies and former Global Travel Program Manager for NetJets Aviation to discuss the state of the industry.We begin by discussing Ilene's background as well as how she networked herself into the role of dispatcher followed by multiple leadership roles within NetJets.We leverage Ilene's extensive travel management experience to help the listener understand what 'business travel' means and what the media is missing.Finally, experiencing the furlough of her husband during the economic crisis we dive into recognizing depression and how best to support your spouse while dealing with the loss of employment.Hosted by Jason DuVernay, Raven CareersThe statements made in this show are our own opinions and do not reflect, nor were they under any direction of our employers. 

In this episode, Jason Jones, Global Account Manager, Epic, and Aran Hoffmann, Technical Account Manager, Epic, both for Dell Technologies, begin with Jason describing the transformational drivers he is seeing in healthcare, how these trends are impacting Epic customers, and the technology components of this transformation. Aran and Jason further detail three key technology drivers: hybrid cloud, personas, and modernizing storage. Aran drills down into how Dell’s storage platforms, PowerStore, PowerMax, and PowerScale, are uniquely suited to Epic environments. Jason and Aran conclude with how Dell can help customers with this transformation, where to find more info, and final thoughts.

Janet Miller Evans, MPA, PCC, EQCC, is Founder and CEO of Entevos, an international coaching and professional services company. She shares her knowledge gained from diverse business, professional, and personal experiences to empower leaders to build trust. She guides teams to productive collaboration, business owners to increased profits, and organizations to make diversity, equity, and inclusion a normalized part of their culture. Recognized as a thought leader in business and her community leader, Janet is known for achieving results through effective strategic planning, coaching winning teams, building excellent client relationships, and her collaborative negotiation skills. Janet has coached clients in 28 different countries. She has bee a featured speaker on many live learning sessions, panel discussions, podcasts, and conferences. Janet is a Certified Professional Coach with the International Coach Federation (ICF) and is a certified Emotional Intelligence Coach with Six Seconds. She will receive her Certified Team Coach certification from the Global Team Coaching Institute and EMCC certification in the fall of 2020. Her previous corporate experience includes leadership and management roles at Fortune 100 companies, FedEx, IBM, UPS, and Comcast. Janet was the first Black female District Sales Manager for FedEx. She quickly progressed up the ranks from starting as an Account Executive to District Sales Manager, National Accounts Manager, Global Account Manager, and Regional Sales Manager. She held the leadership role of Project Executive with IBM, responsible for teams delivering operations and sales services to her clients. Janet has led teams of over 150 employees in sales, marketing, and service delivery. She attained target sales revenue goals of 450 million dollars, managed P&Ls of two million dollars. Janet received excellent reviews for fostering successful client experiences, delivery on key performance indices, as well as many sales and leadership honors, and recognition. She earned Fed Ex National Account Manager of the year and achieved five President’s Club awards. Janet is a Member of the Advisory Board for Oji Life Labs and Board Member for The Gratitude Network. She volunteers as a Coach for How Women Lead, Women Leaders for the World Cohort, and Network Leader for Six Seconds. Professional memberships include International Coach Federation (ICF), The Club of Silicon Valley, Her pastimes are hiking, bike riding, hanging out at the beach, reading, swimming, and travel. Janet is married and has two daughters. --- Support this podcast: https://anchor.fm/freeman-means-business/support

Our society has become increasingly obsessed with predicting the future. We find doubt and uncertainty so uncomfortable that entire industries have been created to feed our “prediction addiction.” But the future remains as unknowable as it always has despite our technological progress. The COVID-19 pandemic is a perfect example of our forecasting failure. In her new book, UNCHARTED: How to Navigate the Future, she chronicles our love affair with prediction and reveals how we can forge ahead with creativity, agility, and preparedness. She explains why our efforts to forecast the future are futile in our complex and ever-changing world and proposes a better way forward. She is a Texas-born, Cambridge educated author, former media CEO, award-winning journalist, and BBC documentary maker whose TED Talks have been viewed more than twelve million times. Her six previous books include Willful Blindness, which was named one of the most important business books of the decade by the Financial Times. Join me on this episode of the Curve Benders Podcast with renowned business thinker, former CEO, popular TED speaker, and bestselling author, Margaret Heffernan. BTW, where can you leverage the best sales thought leadership to accelerate your skills, help sales leaders lead, get peer advice, network, learn from industry executives, build your brand, accelerate your career, and ultimately sell more? Whether you're a Sales Development Representative, Global Account Manager, District Manager, Director, Regional VP, or Chief Revenue Officer... The Sales Community will help you improve, skip the guesswork, and get second opinions...so you can ultimately sell more. Learn more and join the Sales Community, where I'll post weekly columns, monthly interactive online roundtables, and host a Podcast with a former client and long-time friend, Randy Seidl at salescommunity.com. --- Send in a voice message: https://anchor.fm/david-nour/message

Host: Shawn Clynch: @ShawnC_ATX Co-Hosts: Mike Murphy: @LastStandHats Maurice "Coach Mo" Harris: @CoachMoFitness Click on this link for all previous episodes: https://www.buzzsprout.com/948499 On the day of the recording of this podcast (7-29-20), the college football season will look much different due to Covid19. The Power 5 conferences will mostly play a league only schedule. Big 12 Conference commissioner, Bob Bowlsby adopted a 9 plus 1 format meaning each program will face each Big 12 opponent plus one non-conference opponent. This was revealed after the Big 12 cancelled the annual Big 12 Football Media Days in Frisco, TX and also cancelled the virtual media days. A topic the guys discussed at length while acknowledging the fact this decision is not one any of them would want to be in position to make. Gone are marquee games such as Texas at LSU and OU vs Tennessee. In segment two, the two members of the Texas Longhorns football fraternity, Jimmy Saxton and Todd Hunt, who initiated the idea to create a statue to honor the late great, Julius Whittier on the UT campus joined the guys to discuss how the idea came about and how it became a reality. During the latter portion of the Darrell K. Royal era as head football coach of UT, Whittier became the 1st black letterman in the storied football program's history. Whittier played from 1970 to 1972, helping win a national title in 1970 and three Southwest Conference championships. Saxton was a legacy at UT from Westlake High School and played both quarterback and defensive back at Texas. His late dad, James Saxton is a legendary Longhorn who was a Heisman Trophy finalist his senior season. Jimmy Saxton now runs his own State Farm Insurance agency in Austin. Hunt was a defensive tackle for the Longhorns in the early 1990's and is now a Global Account Manager for Dell in Round Rock. Hunt also plays a key role in managing a UT football alumni group.

As of today, the college football season will look much different due to Covid19.The Power 5 conferences will mostly play a league only schedule. Big 12 Conference commissioner, Bob Bowlsby adopted a 9 plus 1 format meaning each program will face each Big 12 opponent plus one non-conference opponent. This was revealed after the Big 12 cancelled the annual Big 12 Football Media Days in Frisco, TX and also cancelled the virtual media days.A topic the guys discussed at length while acknowledging the fact this decision is not one any of them would want to be in position to make. Gone are marquee games such as Texas at LSU and OU vs Tennessee. In segment two, the two members of the Texas Longhorns football fraternity, Jimmy Saxton and Todd Hunt, who initiated the idea to create a statue to honor the late great, Julius Whittier on the UT campus joined the guys to discuss how the idea came about and how it became a reality. During the latter portion of the Darrell K. Royal era as head football coach of UT, Whittier became the 1st black letterman in the storied football program's history. Whittier played from 1970 to 1972, helping win a national title in 1970 and three Southwest Conference championships.Saxton was a legacy at UT from Westlake High School and played both quarterback and defensive back at Texas. His late dad, James Saxton is a legendary Longhorn who was a Heisman Trophy finalist his senior season. Jimmy Saxton now runs his own State Farm Insurance agency in Austin. Hunt was a defensive tackle for the Longhorns in the early 1990's and is now a Global Account Manager for Dell in Round Rock. Hunt also plays a key role in managing a UT football alumni group.

PESA- Petroleum Equipment Service & Association is a proud sponsor of this episode. Third generation Oil and Gas Bill Henn, grew up in a small town on a farm in Kansas, 1 of 6 kids. Life was all about God, family and work. Bill studied computer science and quickly realized he did not want to sit behind a desk and program all day for the rest of his life. He decided to switch into engineering technology. Once he graduated, he moved to Houston in 1988 when the job market crashed. He got his first break as a field engineer working for Baroid, after his interview, they asked him to pack his bags and was immediately shipped offshore. The boat ride was horrendous, he got sea sick several times and once he arrived to the platform, he quit on his first day! Communication, discipline and staying together as a family is a hard balance when you are working 60/30. Bill provides his insight into managing the international life and what a Global Account Manager really does. He handled growth upwards of a billion dollars during that role. He deep dives into the amount of product lines and client relationships that had to be closely linked in order to meet the company's goals. During his time at HAL, he helped found and lead the Women's Sharing Excellence Program, which is still active today. Find out why he thought it was an important program to start and how they made it a success internally. He has always been a big advocate of Diversity and Inclusion in our industry. 30 years later, Bill is still in the industry and has had an amazing career in O&G. Listen to this episode to find out what changed, how he made his way to the top and how his career strived at Halliburton for several decades before moving into a new adventure at a start up.Come hang out with us:Download on Apple Podcast——>> ClickDownload on Spotify———>>ClickConnect with Maisy and Jamie:Connect with Massiel Diez: Instagram | LinkedInConnect with Jamie Elrod: Instagram | LinkedInFollow FTB on Instagram | LinkedInJoin FTB NationIf your interested in sponsoring please contact : flippingthebarrel@gmail.com

Episode 4 Sarah Whitten Sarah shares with Nick the obstacles of being a young female professional in the male-dominated world of finance. The two discuss how maternity leave varies from country to country, and how the Nordic model and European models and differ, and how these models may or may not serve as model examples of equitable treatment of woman in the USA where there are 0 days of mandated maternity leave. Sarah explains why she left New York City for South Africa, and why "emerging markets" played a major role when she was deciding her destination after New York. Sarah explains to Nick the craziness she had to endure having to give birth at a hospital during peak COVID-19 season in South Africa, and how the nation has dealt relatively successfully with the disease thus far. Sarah Whitten (ASIJ 05) ​ Upon graduating from Northwestern University, Sarah moved to New York City for a role in the International Graduate program at Standard Chartered Bank, a 2-year program rotating in various divisions and periodic global off-sites recruits from across the world, allowing analysts to create a network spanning Hong Kong to Dubai to Nigeria. Following the program she remained in New York as an Associate in the Debt Capital Markets team (responsible for bond issuances for large corporates). Sarah then moved to South Africa with Standard Chartered and is currently a Global Account Manager, managing a portfolio of multinational corporates and serving as the main point of contact for CEOs, CFOs, and Treasurers for banking requirements. Sarah is also passionate about embedding Diversity and Inclusion initiatives into the DNA of corporate life and serves the Chairwoman for the Diversity and Inclusion Council for the bank in South Africa. Timestamps

We're going to do something a little different this week, given the protests and the civil unrest across the country. Now more than ever is a time when many of us need to listen and try to understand what's being expressed by members of our community. On November 4th, 2019, we conducted an interview with Darren Sumter, former Army Pilot, executive at LinkedIn, and a FourBlock Board member. In this interview, Darren describes his experiences growing up, serving in the Army, and transitioning into the civilian workforce. We encourage you to take the time to listen to Darren's story; consider the challenges that he faced throughout his life, service, and career; and get expert recommendations on how to seize opportunity in your career and market yourself as a veteran.  For over 20 years, Darren has worked as a management consultant and a business development strategist specializing in providing companies with business to business software solutions to drive innovation and improve profitability. Currently, Darren works as a Global Accounts Manager at LinkedIn where he manages responsibilities for several strategic customers in North America across several sectors. Prior to LinkedIn, Darren was a member of several big data B2B software strategic consulting companies where he held responsibilities for new market and new customer business development. Prior to his software career, Darren was a strategy consultant in the US and Europe. He attended Harvard Business School (HBS), where he earned his MBA. Prior to HBS, Darren attended the US Military Academy at West Point where he earned a B.S. in mechanical and aerospace engineering and served in the U.S. Army's aviation branch. He is a veteran of the first Gulf War, where he served in Saudi Arabia and Iraq for Operations Desert Storm and Desert Shield. Resources:  LinkedIn Resources for Military Spouses  LinkedIn Resources for Veterans   ABOUT US Welcome to the FourBlock Podcast, a show that examines veteran career transition and the military-civilian divide in the workplace. General Charles Krulak coined the term "Three Block War" to describe the nature of 21st-century military service defined by peace-keeping, humanitarian aid, and full combat. But what happens next? Veterans are often unprepared to return home and begin new careers. We call this the Fourth Block.  FourBlock is a national non-profit that has supported thousands of transitioning service members across the nation in beginning new and meaningful careers.  Mike Abrams (@fourblock) is an Afghanistan veteran, FourBlock founder, director of the Columbia University Center for Veteran Transition and Integration, and author of two military transition books. He'll be representing the military transition perspective. Lindsey Pollak (@lindsaypollak) is a career and workplace expert and New York Times bestselling author of three career advice books. Lindsey will be representing the civilian perspective of this issue.  Veterans, explore new industries and make the right connections. Find a career that fits your calling. Join us at fourblock.org/ Over 77% of FourBlock alumni stay at their first jobs over 12 months. Sponsor our program or host a class to equip more of our veterans at fourblock.org/donate. Follow FourBlock on Social Media  LinkedIn Facebook Instagram Twitter  

Today, you will hear an interview I did with one of my best friends, Rajiv Srinivasan.  Rajiv is currently a Global Client Director at LinkedIn, where he manages a worldwide and multifunctional team supporting relationships for 3 of LinkedIn’s top 10 accounts.  Rajiv was on the Dean’s List at West Point and graduated in the Top 5% of his class in 2008. He also earned an MS in Applied Mathematics from Columbia University and will be graduating with his MBA from Wharton this May.  His amazing wife Chelsea is also a Wharton graduate. After graduating from West Point in 2008, Rajiv deployed to Afghanistan as a platoon leader.  In Afghanistan, Rajiv did over 300 combat patrols and was awarded the Bronze Star Medal and received the Combat Action Badge.  Rajiv transitioned out of the military in 2013 and moved out to Silicon Valley.  Rajiv was part of the Founding Team at Morta Security, a cyber security company that was acquired by Palo Alto Networks in 2013.  After Morta was acquired, Rajiv became a Enterprise & SLED Account Manager at MobileIron. In 2016, Rajiv became a Global Account Manager at VMWare. Rajiv is also an Eagle Scout, avid snow skier (you’ll hear him talk about a scary incident he had in Lake Tahoe), musician (he plays guitar, ukulele, piano, and is a vocalist), he has climbed Mount Kilimanjaro, has completed the NYC Marathon, the Marine Corps Marathon, and the Escape from Alcatraz Triathlon.  He has been a contributor for the New York Times and TIME on military and veteran issues.  Rajiv is someone that has inspired me ever since we met at West Point in 2005.  In this interview, we discuss his love of books, how he has managed to read 76 books in 2019, his process of doing a digital declutter, and many of Rajiv’s favorite books, including a few surprising recommendations.  I really enjoyed this conversation, just like every conversation I have with Rajiv, and I think you will, too.  Below is a list of books and resources we discuss during this interview: Good Economics for Hard Times by Abhijit V. Banerjee and Esther Duflo Atomic Habits by James Clear (I also recommend subscribing to James Clear’s weekly newsletter here. It is short but packed with great information and no spam.) Team of Rivals by Doris Kearns Goodwin (this is one of Rajiv’s top 3 recommended books!) Educated by Tara Westover Hillbilly Elegy by J.D. Vance The Shortest Way Home by Pete Buttigieg Alexander Hamilton by Ron Chernow Grant by Ron Chernow (Here is a LinkedIn Article Rajiv created about this book) The House of Morgan by Ron Chernow Titan: The Life of John D. Rockefeller, Sr. by Ron Chernow The Life-Changing Magic of Tidying Up by Marie Kondo Give and Take by Adam Grant (This is one of Rajiv’s favorite books and it is currently high on my reading list.) How to Change Your Mind by Michael Pollan (This was a surprising recommendation by Rajiv. I obviously do not use or condone drug use, but Rajiv makes the point that reading this book really helped him understand a group of people he previously did not understand, which simply highlights the beauty and the power of books to give us understanding and empathy for other humans.) Although Rajiv intentionally says “no” to many digital platforms (how do you think he reads so much?), you can connect with Rajiv on LinkedIn here. He has also taken the #PlusOnePledge at LinkedIn. Rajiv also mentioned Gates Notes, which is a reading blog created by Bill Gates, and Goodreads. Rajiv uses these reading resources for inspiration and great book ideas.

Guest: Benny Gould - Global Head, Business Influencer Program @Facebook (Formerly @LinkedIn) Guest Background: Ben Gould leads the Business Influencer Program at Facebook ($517B Valuation, 2.37B MAU). With over 15 years international experience working across Asia-Pacific, Europe and North America, Ben has been instrumental in the growth of SaaS technology startups and silicon valley companies like LinkedIn ($27B Acquisition by Microsoft, successful IPO in 2011) and Facebook. Currently, he is focused on giving executives the tools, tactics and best practice to share their authentic voice across Facebook's family of apps. Guest Links: LinkedIn | Facebook Episode Summary: In this episode, we cover: - Building New and Emerging Markets at Hypergrowth SaaS Companies - Great Culture Proliferation at Facebook and LinkedIn  - Global Strategic Deal Orchestration - Selling to Executives and Power Full Interview Transcript: Naber:  Hello friends around the world. My name is Brandon Naber. Welcome to the Naberhood, where we have switched on, fun discussions with some of the most brilliant, successful, experienced, talented and highly skilled Sales and Marketing minds on the planet, from the world's fastest growing companies. Enjoy! Naber:  Hey, hey. What do ya' say there team? We've got Benny Gold on the show today. Ben Leads the Business Influencer Program at Facebook. Maybe you've heard of them - $517 billion valuation, 2.37 billion monthly active users. I would love to see the rounding error in millions on those monthly active users. With over 15 years of international experience working across Asia Pacific, Europe, and North America, Ben has been instrumental in the growth of SaaS technology startups in Silicon Valley. Companies like LinkedIn, who was acquired by Microsoft for $27 billion after a very successful IPO in 2011, and companies like Facebook, which he works for now. Currently, Ben is focused on giving executives the tools, tactics, and best practices to share their authentic voice across Facebook's family of apps. Here we go. Naber:  Benny! Awesome to have you on the show man, thanks so much for joining us. Benny Gould:    Thanks for having me. Naber:  All the way from London town. I've got so much that I want to talk about and explore with you today. Tons of stuff personally, tons of stuff professionally. We've known each other for a bit of time now, which I feel lucky to say, but I want to help the audience grow and get to know you a little bit more I do. So what I want to do is go through a little bit about you personally. I know you grew up in Melbourne, going through your childhood with interests like mountain biking, and playing football on the weekends, and you got into DJ'ing. And then you were at school, and you left school so you'd go into hospitality, and explore, and also do a bunch more DJ'ing. And you've lived all over the world and explored all over the world. Melbourne, London, a couple times backpacking, world traveling. So why don't we take a step back from all that and give us maybe a five minute synopsis or journey of what it was growing up in the life of Ben Gould? Benny Gould:    Yeah, thanks very much. And yeah, appreciate having me on the show again. I grew up in Melbourne, only child, Melbourne in the southern part of Australia, for those that don't know, comprises of mainly inland living. So we have a bay, but we also have the mountains. And so I grew up in the mountains as an only child, quite far from school and friends that I went to school with. So hobbies became a part of what I did. So Mountain biking, given the area that I lived in was something that I was really drawn to, and something you can do on your own and makes you buddies as well. So when I wasn't mountain biking, my dad would give me these chores that I absolutely hated. And that would be, packing the woodshed or picking up sticks on the weekend, which I still have nightmares about and fearful of doing any manual labor. Benny Gould:    Growing up was an awesome childhood, amazing family. Came from a family that ran their own business. My Dad had an entertainment company for 35 years managing initially original artists, and then went on to manage cover bands for the best part of 30 plus years. Wow. What are Australia's best well known, musicians and bands for many of which are probably over the age of 60. Naber:  Very cool. Benny Gould:    But yes, I grew up in a family where dad was very much entrepreneur and very much a sales guy, and mom was very much helping out in the business for the first 20 years of my life, and then went on to sort of support the family build houses and all those sorts of things around us. But yeah, amazing childhood. And then left Melbourne, the hills, to go and hit the big city really just prior to turning 18, actually decided that I wasn't going to go to college and finished actually high school a little earlier than, than completion. And then went to do I a apprenticeship in hospitality and was thrown straight into the kitchen for a stint working for a head chef. I learned very quickly not to any smart remarks or adolescent without being thrown something from across the other side of the kitchen. But it was the great start of a 3 year journey in hospitality in different parts of the hotel and hospitality business Naber:  The stories you have when you work in hospitality are just unbelievable, unmatched almost. Benny Gould:    Yeah, absolutely. The key learning from that was customer service, I think. Today that's purely embedded in the way I personally approach things and professionally approach things. But yeah, customer service was definitely the last skill that I learned through that journey. Naber:  Very good. And, since you moved to Sydney, well, even before you moved to Sydney, you've probably had travel in your blood for a long time. You've been all over the shop. I know that you have lived in Melbourne, you lived in London before. I think you went backpacking around Europe for six months. you've told me a little bit of story of stories about those, but tell us a little bit about your travel experiences and when that started for you, and ultimately what it means to you, up to this point. Benny Gould:    Yeah, so again, going back to family, my mom actually traveled at a very young age in the late seventies to Europe. That was sort of, consider 1977-78 you wouldn't get on a plane and have a short flight to Europe, she would take a number of stops. And so backpacking was a part of her life really when she was only 18-19 years old. So, when I was growing up, she'd always really throwing me into the direction of going to travel. And academia wasn't really front and center of our family growing up either. Neither mum or dad had gone to University. So they said, look, life skills are better learned, and the best way to do that is to get over to the other side of the world outside of your comfort zone. And so when I was 22 and had worked a couple of jobs in order to save enough money to go to London, I got my visa and settled in London working in a pub to begin with. Funny story - first job in London, obviously I was relatively nervous as a 22 year old going to a job interview...But strangely dressed in a suit, to go and work at a pub. And I think that she felt bad for me, to be honest. She gave me the job on the spot and was like, don't wear the suit to work tomorrow. You're living upstairs earning adding five pounds an hour. Naber:  It reminds me of the scene from Step Brothers. Benny Gould:    Ha, exactly. So, that was the start of the travel journey. And really, I lasted only one year in London / Europe traveling. It's probably partly the reason I'm back. It's just a proof to myself that I can last more than 12 months...So that was about life experience, and then I spent the best part of four or five months traveling throughout Europe and meeting a whole bunch of interesting people, and then landing a job in real estate - which was my first sales job, which was brutal. The worst and the best part of my life experience for sure, when it comes to work, but learned a bunch from that experience, for sure. And then found myself, after a year, bringing back to Australia a whole bunch of interesting personal life experiences and professional life experiences. And then, having a desire to definitely travel the world for the future was something that was going to be not too far around the horizon. Naber:  Awesome. I think that brings us to, does that bring us to Hays? Or were you the Acendre before that? Benny Gould:    Yeah, 2005 - Hays Naber:  So let's walk through for maybe three to four minutes a journey of your professional jumps, let's call them. Hays, Ascendre, LinkedIn, Bondi Yoga house - if you don't throw that in there I will, and then Facebook. So walk us through the journey and the steps that you took and why you went to each one, why you jumped companies as well as jumped roles - not jumping as in the negative way of jumping as a positive way, took advantage of the opportunities. And then we'll dive into a few of the things you've learned at each one of those places and talk about some of your super powers you've gained along the way and, and some frameworks that you've learned from both those companies as well as your experiences. Benny Gould:    Yeah, definitely. And, the saying that always runs through my mind when I talk through these examples - It's the man of many talents, master of none. And it completely applies to me. I'm sure in the dictionary if you had that, I would probably pop-up... Naber:  Your beard would pop up as a silhouette. Benny Gould:    There would be two photos - one pre-beard and one post-beard. Naber:  Haha, I prefer the post-beard, but I do like to pre-beard though - underrated. Benny Gould:    Yeah, probably another story we'll to when we get to the Yoga portion. Benny Gould:    So yes, I landed back in Australia, and for the first few months tried to find work as a 23 year old, having spent a year in London. Probably a little bit of the confidence out of London - oh year, it'll be easy to get a job back in Australia with the UK experience. But it wasn't the case. I think it was a very candidate heavy market, and not a job heavy market. So it was very reliant on skills, and particularly university qualifications, and all the things that I didn't necessarily carry. But I did have enough confidence, I guess, in being able to present myself in a way that I thought I could add value. And so I applied to a job, actually Hays were advertising at the time in FMCG. I think from memory, it was a sales rep for an alcohol company. And I thought this would be fun, young 20s working for big company, going and doing all the promotional nights and selling the product, that'd be fun. And some buddies that had been doing that, and I thought, great, you get a car with the job and you get a phone and all these fancy things you want in your late twenties. So I applied for the job, and then pretty much within a day, Hays the recruiting company had actually replied and said, "Hey, look, you're not of interest to the job." And so I ended up getting in touch with that particular manager that messaged me, and I ended up managing to get them on the phone and saying, "Hey, you guys are recruiting I see at the moment - I'd to apply. I have no experience. But it clearly sounds you either have no experience either because you don't understand the candidates that you're...I was probably too cocky to be honest, but called them out on the way that they were recruiting and said, well, I'm gonna apply for the Hays job, and I'll show you that when I'm, hopefully successful, that I can look at candidates in a different way. And so they said, well, fair pitch. And so within three weeks I got the job and I started my first day at Hays. So I probably talked that manager into giving me a job. Naber:  Ha, that's alright - he probably appreciated the candor. That's good. Benny Gould:    Yeah, that's right. And it was amazing because I think once I got to do the job, I really did understand the person on the other side of the conversation. And I think, being a candidate in a candidate-heavy market where it's competitive and there wasn't a lot of jobs around, I was able to, I think at that time, position with candidates that your experience on your CV isn't necessarily the most important thing. That culture and values is really important when it comes to who you are and how you represent yourself. So I felt that was sort of something that I started to learn and started to build on that muscle as part of the recruiting business. And in four years working for that company was really lucky and fortunate to have grown from a junior consultant on a very, very low wage to manage a team of seven people towards the end of my tenure. and have incredible life and professional experience meeting some of the most amazing people that I'm still friends with, more than 15 years later, today. Naber:  Awesome. We'll get back to culture and culture building in a little bit because I want to talk about that. I know that that's something that you're both passionate about and have a lot to say about. So let's go from Hays, through to Acendre, through LinkedIn. There's a few things I'm want to talk about with your experiences, both from Hays through Acendre, through LinkedIn that I think people want to hear about those key continue. So, why the jump from Hays, and so on. Benny Gould:    Yeah, so a buddy of mine now, that I worked with at Hays, he moved to this company called NGA.net, which now is called Acendre. It was a SaaS company, and the SaaS company was focused on applicant tracking systems. So the same ways in which candidates would apply for job in the recruiting business, this company built software. And they were a Melbourne-based startup. So my buddy that I worked with in the banking team at Hays moved across to this organization and said, "Hey, you should come join". And before you know it, I ended up working at NGA. What was amazing about that business, in a a short summary, was it was a small startup company in tech, in cloud. They were probably turning over a few million dollars a year, for such a small business. Had a list of clients in the government space that would blow your mind, from the Department of Defense, to the Australian Tax Office, to many authors. I suddenly learned that there was a really interesting way to learn from others that were outside of sales. And I mean that in the sense of the startup had everything from development, to engineers, to product, to customer success. A proper SaaS business as we know today. But coming from a service oriented organization, and the experience that I'd had for real estate and through recruiting, had meant that it was really taking lean in quite a different direction. And then also, the last thing about Acendre, was one of the most talented people I've ever worked with in my career, I worked with him, very closely with him at that company, and he taught me so much about presenting to a public audience, and to doing your research, and knowing your product, and a lot of things that are really about preparation and being ready to walk on stage and be your best. And so yeah, forever to this day, thankful to him, for coaching me in that way. But yeah, that was a great experience. Naber:  Let's pause there for a minute. Because you made the jump from a people services business to a software business. A lot of the sales and marketing leaders that are bringing people in and hiring from people services or non-software backgrounds, or salespeople going into software sales businesses, they're going to have to make that jump. And that is something that is either one scary for the person or too scary for the hiring manager, or the leader that's hiring those groups of individuals. Especially as I need to start diversifying, as I start tapping out some of the talent pools that are in the SaaS or software businesses that they've been recruiting from. So how does one keep the 1.) appropriate mindset and 2.) what are some of the principles or things that people should keep in mind as they're making the move from a people services business into software - as far as how you sell, and what your mindset should be while you're selling to those businesses? Benny Gould:    Yeah, for sure. So essentially for me, I look at it in a very different way. So I think, largely what we're doing business is all part of a supply chain. So when we think about process and how that works, if I'm in a service business that's a recruiting company, and I moved to a SaaS business that sells recruiting software. As part of the same supply chain, we're delivering to an end user or end customer. So instead of talking about the process to recruit talent, I'd be talking about the technology to recruit talent. So yes, they have upskilling in terms of product. Naturally, that came to me early when I was a teenager, early when I was building websites to make a few bucks here or there. So tech and internet technologies was of interest to me. So naturally learning a product coming from service business was something that I was passionate about. But fundamentally it's actually relatively similar. And ultimately I think it's more about aligning with the persona that you're working with, or managing the conversation. So if you're a people person, you're going back to the customer service experience I talked about, it's about understanding who your audience is and what resonates with that audience, whether you're selling a service or selling a product. I don't think it matters in my opinion. One of my most amazing managers gave me some advice, and he said, people buy from people they like. And that's resonated. Whether you're selling jeans at a retail store, through to know selling software, I think it exactly is the same thing. at the end of the day. And the transition seems a lot for many, but I think when you put your mind to it and you put, some of the basic fundamentals that we know growing up and the kind circles that we were working, I think that it's quite simple to make a transition, that seems quite different. Benny Gould:    Very good. Nice one. Keep going. Let's move on to LinkedIn. Benny Gould:    So one day, at Acendre, I got an email from LinkedIn. And strangely I used, well not strangely, I was in sales. I used LinkedIn a lot for business development. Strangely, I got an email from LinkedIn, and the recruiter was saying that the company at that point was only 800 employees, that they were building their SaaS business in the world of talent, and that he'd seen my background and that there was a nice balance between both service recruiting and understanding what it takes to recruit someone, also through to the technology and how to have a conversation about recruiting software. And so I was almost the perfect mix for them in terms of what they were looking for for what they call LinkedIn Talent Solutions. So, the role was to open up the office in Melbourne, back in 2011. At that point, they about 6 employees in total in Sydney - well there's, there's an argument between me and the second guy that joined, whether we're six or seven, call it...either way around, I say number six, he say number six. So when we have these arguments, when you have in a hypergrowth startup, and it's so early in the the chain, you do have a laugh about the number which means absolutely nother. Naber:  The conversations you have internally about tenure, I found, at software businesses, especially high growth software businesses, it's amazing. Someone will come in and be amazed by your tenure, if you've been there for a year, two years, three years, and it presents so much personal brand equity internally that someone's been there for x number of years. I've always found it fascinating how fascinated people are by tenure. And then putting that on the pedestal. I think there's gotta be a little a lot of good comedy sketches you can put on SNL about those conversations. Anyways... Benny Gould:    Exactly. Yeah. So I, got this email from LinkedIn. And I see myself, when I was back at his prior company as a bit of a Meerkat. I would look up around and I was hey, I think it's my time to go. And I was probably such a millennial at that point. So yeah, I'm, I've been here four years. I've done my tenure, which is absolutely no time at a company, for anyone. But, nevertheless I took the opportunity, which was incredible to move to LinkedIn. Brief story about day one, when I walked into this serviced office in Melbourne with my boss, at the time that hired me. And, in fact, another colleague started the same day as I did, and she and I walked in with a new boss, and it was a small two room office in the IBM tower, in Southbank in Melbourne. And this office looked it was from the 60s, like Madmen, but just without the liquor cart, and without all the people walking around. And we're like...is this really LinkedIn? Are we in the right office? Naber:  So all the bad stuff, and none of the good stuff from that particular scene. Got It. Benny Gould:    Yeah, exactly. And it was so bizarre, and anyway, so we walked in and we actually had no internet. So our boss had to take us in a cab to Costco, this is no joke, with a trolley, and load-up the trolley with a modem, a printer, a whole bunch of snacks, for our pretty miserable front room, within what would be our office. Although we did buy a mini fridge, we had some soft drinks. It was probably luxurious compared to the things I get offered in prior employment, but the Silicon Valley business that was... Naber:  Oh, the perks, the perks. Benny Gould:    Exactly. Though we did have a river view. So to be fair, we had windows. So, started there and the amazing thing was when I was given my laptop and my phone, plugging into the Internet and with that Costco Modem that we purchased, and having LinkedIn go live in Melbourne on day one, that was quite incredible. But starting off building a business for this Talent Solutions SaaS business in Melbourne, had no database of people that we'd worked with prior. It was purely the most fundamental baseline business development you can imagine. Right? In Sydney, same sort of team. There were a couple more, but they were pounding the pavement, getting out there meeting and networking with folks who had we done business with prior and and building a network of conversations in order to start selling this SaaS product that no one knew about. And so the other thing was, I guess back in 2011, the internet was very new to companies in terms of LinkedIn selling a SaaS product. They weren't used to bringing social media into organizations where social was going to be a part of how your employees and how your executives would show up. And so it was quite scary because they knew that social media was for social life. It wasn't for professional life. So we were building a business around a licensing model and building a successful hypergrowth business that, probably with selling one of the best products I've ever seen because no one had a competitive product. It was hugely impactful for an organization and it would save companies a hell of a lot of money. Naber:  So, this is a common theme. You've done this at multiple businesses, software businesses now. You were earlier stage at LinkedIn, you're a little bit later, proportionally, stage when you joined Facebook. You're coming in and positioning something that is on the, one of the polar ends of the scale of disruption - in that people are trying to think about using the same thing for a completely different purpose and using something that's personal, or in their professional-personal life or their personal life - and then using that in the business. Or said another way, they don't necessarily even know that they have the problem that you're trying to solve, let alone that the solution exists to solve it. How do you go in and sell differently when you were on that end of the polar side of this disruption spectrum? A lot of businesses are selling way before the time of the general adoption. So they're on the really early part of the curve. Benny Gould:    Yup. For sure. So I think the narrative that I was carrying into the LinkedIn role was just another chapter in the book. If you think about the recruiting chapter and then the SaaS recruiting chapter - when I go to LinkedIn, and I was sitting in front of HR managers, and they were saying, so you want me to buy this particular product off you, why should I buy it? And I would share with them, well I've spent four years working for recruiting company, charging companies yours tens of thousands of dollars to find talent. And then you're using technology in order to determine which talent is most important to you and then to prioritize of thousands of applicants, how you can determine which is important. And then still you haven't got a result on great candidates. So sitting here today and you still can't find a solution to the problem for the jobs you're trying to fill. So it was the narrative that was easily flowing, and I fairly passionate about it because that's what I believed in, right? It was my purpose. And I hate to say I like to help people find jobs, because helping people isn't really the direction...people already have the capability, the experience, the knowledge, and the purpose - it's just about unlocking that. So when I would be talking to HR leaders about purchasing the software, it was more a case of well do you want to personally have access to the best talent out there? Let me show you how you use this thing. If you think it's an interest then let's talk about it. But if not, then there's plenty of recruiting companies that will take your money. There are plenty of applicant tracking system companies that will tell you their software's better to find the right people. So at the end of the day, this is your decision. And not making a decision is a decision. Naber:  Yeah. So do you stripline like that? So striplining on any being that you say, you can do this if you want to. You don't need to do this one too. Or maybe you're not ready for this. Do you actually do that in your conversations with executives, and with buyers, and budget holders as you're having these discussions? Or are you more generalizing informally about how you had the discussion? Benny Gould:    So, I do now and I'll tell you when that changed. At that point in time, and I was probably, in that LinkedIn role, I probably wasn't as open and honest and as thoughtful. I probably was focused more on sales targets. You've got x dollars to meet before the end of the month, and you need to sell these licenses, so you would sell the licenses, right? Otherwise you wouldn't hit your target, and you wouldn't be successful, and you wouldn't have a job. So there was that pressure of the hypergrowth company, which, going into four years, I've been super fortunate it was an amazing business, going through that growth. But when I was the 6th employee through to the 356th employee, where it didn't matter what number you were, or what your tenure was, or essentially how loyal you had been to the company, to some it was really about what your number was. And I think that's fundamentally when I started to think differently and my behavior started to change. But yeah, we can you talk a bit more about sort of today my thinking. Towards the end of the LinkedIn stint, I was burning out and I was starting to see my purpose change, and that sort of shift in understanding between why you show up to work and the narrative that you're writing the book for, and the book starting to take a different direction, and when you start to lose control of the narrative. And so that happened more towards the end of 2014, and the opportunity that presented itself, at that point, was to take some time off, and to enjoy some of the time that I'd had at LinkedIn - putting some savings aside to go and travel. Benny Gould:    Awesome, so we're going to get into traveling in Yogi Ben for a minute here, in about three minutes. And I'm very excited about that because it's a really good jump in you taking advantage of an amazing enlightenment opportunity that you saw for yourself, both and your your partner, which is awesome - who's also amazing, Amanda...Quick step back, when you're thinking about...One of thene of the superpowers that I see you having, many, but one of them I see is that multiple times over you have built satellite markets and satellite offices from the ground up for businesses that have a relatively established either brand or entity, in let's call it America or their hub. So how do you think about the framework of building out that satellite market and building out those satellite offices for a hub that does have a brand in their local market at home, but doesn't necessarily - maybe especially as American businesses - doesn't necessarily understand that you don't have the same brand equity, you don't have the same product equity in the marketplace. What's the framework you think about or the principles that you think about as you want to build out those satellite markets and satellite offices? Benny Gould:    So, I'll talk about mainly the approach on mindset. Let's call it the mindset first, and then I'll talk about the practicality of that framework. Going into the job or any role - I think of taking a job - you need to align with your purpose. And I'll come back to this a bit later on when we talk about the other journey, but your purpose is how you show up, why you jump out of bed every day. You need to also understand the company that you're going to be working for and the role you're going to do and how you believe in that purpose - if you truly want to have impact. If you just want to take a job, and work nine to five, and rock up, and go home feeling accomplished, then there's plenty of jobs to do that, don't get me wrong. But if you want to have a super impactful career with a company that is there to support you and help you grow and push yourself into a direction that I focus on, is really life changing. So that alignment on purpose and values really then matters to how you build out your approach to build the market because you're the face of the brand at that point. So when I started at LinkedIn and I plugged my computer in and there's no, there's access to a CRM with no people in it. It's going back in the 70s where you would pull out a yellow pages and you would go through almost one by one and start calling people. But of course we had the network LinkedIn, and I'd been in the industry, and so you generally start hitting the phones. So the people that you use to have relationships with and networks with, you would call them and say, "Hey, I'm now on LinkedIn, and this is what we do and I need to talk to you about this amazing platform that we have. I think it'd be very much an interest. Let's grab a coffee." Now what's amazing, and super fortunate with the companies I've worked for, is that people know the brand. So you can easily get a meeting. So that's a huge advantage if you work for a smaller business that you don't have any brand equity, it's very challenging to get a meeting. The good side to that is that everyone wants to meet with you, and those that actually want to buy from you, can be very limited. So you end up spending lots of money, drinking lots of coffee, and having really nice lunches, but actually not getting much cut-through. So if you're focused on the framework, you've got the value proposition on where your product fits to market, you're focused on the purpose, and you're passionately aligned with the purpose. Then it's a case of, okay, how do you then go to market? And then how do you start to build a network and start to sell the product? And then you start to think about, okay, well who's the customer? Who's the actual buyer of the product that I'm going to be talking to? Who signs the check? Who's the key decision makers? How long does it take to sell the products? How can we speed up the sale of the products? All these things...deal velocity, and sales cycle, and conversion, how many meetings do I need to have in order to sell the product? How many proposals do I need out? These are all fundamental sales things, which you want to, as a sales person, you want to have the basics - for forecasting and all those things that are important. But once you fundamentally understand the basics, then it's a case level, and how do I influence the sale. And that comes down to you, and that comes down to your understanding, your research that you do with the customer, how you show up, how you present yourself, how you articulate yourself, all those sorts of things. Because at the end of the day, people buy from people they like. So you can read all the sales books in the world and, and believe me, I've got buddies that just don't put sells books down, and they're successful salespeople. and that's fantastic. So there's two ways, but I think fundamentally for me, at the end of the day, what I found successful in helping these satellite businesses grow from the ground up, is just getting the basics right, getting some wins on the board. The other thing is testimonials. So, very early when you win your first two or three deals in any market, whether you have zero customers or a thousand customers, get really close to those testimonials and have them tell 10 people they know in their industry to buy your product, or the reasons why, or the impact that it's had to date on their business. Because those testimonials will fundamentally help you scale your business. And the other we can talk about is channel partners, which I've more recently come to know. Naber:  On testimonials, do you feel it's more important to have them written down and documented, or do you think that just that they're out there with happy voices in the market - that's enough? Benny Gould:    Definitely note them, for sure. Anecdotal - I heard a comment, or a line here, or they said this particular thing. So anecdotal feedback we can provide in a verbal way, nothing that you couldn't put on the front of the newspaper. Of course, it doesn't have their approval. But generally speaking, people are comfortable, if they've said at a conference or over a dinner table, "What you've done for our company has been 10x valuable", then you can share that story. So those are the stories about the things that really matter. And storytelling is another incredible skill in people that I've come to learn do very well in terms of being able to sell a product or a service. Naber:  All right, let's make the jump. You're at the end of your tenure at LinkedIn. Benny Gould:    I'm on a beach, yeah. So burned out and wondering what's next, Amanda and I decided to go and take a journey overseas, starting with a yoga retreat in Nicaragua, in a tree house with no power, no Internet, and no running hot water for a month. And also becoming yoga teachers which I had no intention of whatsoever. Amanda says, "I thought it would be really cool. I thought you'd really enjoy it." Whereas I had no choice once we go to Nicaragua. Benny Gould:    What was the best part about living in a tree house in Nicaragua? And what was the worst part about living in a tree house in Nicaragua? Benny Gould:    The best part is living three feet from the ocean, jumping out of the tree house and being in the water. Worst part was not showering properly for a month, without bees and a whole bunch of other creatures. Benny Gould:    Nice. Okay. So that was the start of your journey. Keep going. Benny Gould:    Yeah. The four weeks, 200 hour teacher training, for me was not to become a yoga teacher. It was to really clear the mindset of a previous 10 years, 15 years in personal life, professional life, just to wipe the slate clean of all the different things that are blowing up in my mind and also bringing me back to the person that I probably was when I was back in working in a hotel, and and learning is an adolescent I guess. And being playful and all those sorts of things. So, yeah, kicked off the journey and then it basically became a 9-10 month journey of just knocking around the world backpacking, and just meeting amazing people, and cultures, and really being out of your comfort zone, a lot, practicing yoga along the way, which was a great opportunity to stay fit, but also to get yourself in a good mindset. We did amazing things climb Machu Picchu and the Inca Trail, as well as a whole bunch of other adventures, crazy stuff diving with the sharks in South Africa, and hiking through jungles, and all these sorts of amazing things that many of us do through a midlife crisis. Benny Gould:    Midlife excitement, midlife crisis. So let's break down some of the personal side of that. What has yoga brought for you to your business world? You're building sales and marketing engines, your sales mentality. What has it brought to work for you that has given back to you the most? Benny Gould:    Yeah. The Yoga Journey teaches you a lot about your internal voice, what I refer to as the way that you internally interpret yourself. And it unlocks that within you to then have an impact on your external self. So, we did philosophy for yoga. I didn't pay that much attention to it. So those that are listening are probably like that's the worst explanation Ben could probably give after 200 hours of teaching. That's how I would articulate that. The practice, the physical practice itself, gives you no other choice than to focus on present moment. And that present moment is incredibly important in personal life and professional life. But, when you then sit around a table for the next four weeks with people where there's no internet, you have genuine conversations and you get to meet people in ways that you get to understand who they are and the relationships that they've been through. And everyone at the table had been through some sort of traumatic experience. Whether it was a personal or professional thing or they were about to go through a big life changing moment. So it was quite interesting that everyone took this amazing journey to go and get out of their comfort zone to learn something completely new, in which, definitely changed the personal direction for me in the way that I thought about business afterwards. So what I shifted from in the last four prior years was this real business mindset around sort of numbers, And performance, and success. Opposed to what's important to you? What are your goals? How are you achieving them in your life? I think that that's the shit that that particular 12 months taught me. Benny Gould:    Awesome. So, one more thing on taking this journey. Because I think there's a lot of nose to the grindstone, hardworking, extremely savvy, elite sales and marketing leaders or future sales and marketing leaders that are on the grind right now trying to get to that next step, next two steps, next three steps in their career. Always telling themselves - it's a deferred happiness or a deferred mindset mentality - I'll be happy later when I can be. What would you say to them about what it's to take that break, have that mindset reset, and how that's helped you become even better than when you were before you took that mindset break? Because there's so many talented people that want to do that, but they do not. You have done that. What would you say that gives you when you come back, what's the reset like? Benny Gould:    So the reset - one thing that I learned out of the year off was vulnerability. So vulnerability is something in which people see in business as a weakness. The truth is, I see it completely the opposite, as a strength. When in business your told to sell a certain way, to be in business in a certain way, to show up in a way that in many ways is actually an authentic, and to present a mask of who you are isn't necessarily showing your true self. And so what the year out with the Yoga really started to teach me is to unlock that vulnerability. And the vulnerability when you come out of that, looking back into business, is then focused on actually authenticity, connection, mindset, love, compassion. So those sorts of things then play into - "Well, okay, this is an interesting direction. Now I've opened myself up to be more transparent. What actually do I want?" And so the second thing that we learned from our trip is Amanda and I were sitting somewhere on a beach, around seven or eight months into the trip - so towards the back third. And we were sitting on a beach somewhere, and I said to Amanda randomly, "Hey, what are the five things, three to five things that you're passionate about in life? That you could jump out of bed for and, and go and do a yoga class? Or you could go to work and do this job? What are the five things? She told me her five things and I shared my five things. And so we argued about you copied my five things, and you wouldn't have had those unless I said them. But we had our own five things. So specifically out of that, they all resonated from when I was a kid all the way through to where I was today. We both said to ourselves that we'd make this commitment that of these five things, professionally where we'd go and take the next job that would encompass one of those five things. Because we've just made this commitment to ourselves that you would jump out of bed and do this job without any problem. And yes, you have your good days and your bad days, and all that sort of stuff. But fundamentally, if you agree on this purpose, and this passion around what's most important to me, the individual, then that's going to be a commitment, and that's going to be something that is going to be easy for me to do, and something that I'll have no problem doing. So, the next step, and I'm not sure if you're ready to get into the Bondi Yoga House. But, what the next step for us was getting back to Sydney, and after we'd done this yoga journey, we wanted to take a punt into a startup. And so that was on one of my five things was, in my life I want to launch a startup. Going into all the odds that you hear about - nine out of 10 aren't successful, etc - we thought, well, let's give it a chance. We've been out of our comfort zone. Well, let's continue to go on that journey. So we launched a business called Bondi Yoga House, and we had no business plan. We had no financial plan, but it was bootstraped and it was mad, Crazy now that I look back on it. There were plenty of lessons, which is another way to say what stupid decision. But no, it wasn't, it was one of the best life decisions we've had. But we launched a business, which was essentially a boutique hotel in Bondi Beach. And what we wanted to do is recreate what we call an urban retreat, which is instead of going to Ubud in Bali, or in Mexico, or Costa Rica for a yoga retreat, you could go to what feels a yoga retreat in a city, but close enough to the great things that the city could offer. So you could still feel you're in Bali, but you could go and visit the Opera House, and you can visit Bondi Beach, and all those sorts of things. So we recreated this interesting concept of Urban Retreat, and it was a five bedroom house. And, we went and bought a whole bunch of really awesome furniture and really yogi stuff to fill out what was a studio of about 12 mats, which we didn't teach any local Yoga. It was mainly for particular events or for people that are staying. And we built a program over 12 months of people coming for these packages, and people coming to meet one another from around the world. Naber:  You must have met some really interesting people. Benny Gould:    Yeah, absolutely. Yeah, really interesting people. Different people around the world - one weekend to a girl getting married and hosting her fellow bridesmaids and her mom, and all these amazing different types of life experiences, to then hosting the community. One of the things that wasn't out on our radar but ended up becoming fundamentally the DNA of what Bondi Yoga House was all about, was the community that we bought into the space. So we found that there were a lot of people, entrepreneurs in the local Bondi Beach area, that wanted a space to be able to showcase their talent. And so for some it was a Reiki Master, for others it was Lunar Nights, where one lady would come in and talk about the particular moon - Lunar Nights. And it would be part meditation, part storytelling, in a really amazing inclusive experience. And so, we were just amazed by the fact that people wanting to come into our particular property and run these events. And so we were running them at no cost. We would literally lose on these events. But that wasn't the point of the business. And by this point we realized this was a more of a short term pop up, than it was really a long term real estate investment or, or a brand that we were looking at building. Just after buying multiple domains, London Yoga House, and LA Yoga House, and I probably need to get a refund on those at some point. Ambition and ideas had always outweighed my ability to probably execute completely, when it came to this concept of a startup. But the key learning out of this was, we didn't have the experience in running financial plans, in PR, or marketing. But, we did manage to be featured on CNBC Global Documentary, that featured 180 countries, alongside a seven star resort. The Virgin Australia magazine on in flight entertainment. All of these amazing publications ended up picking up this unique brand, so we knew we were onto something. But we realized that we were probably popping the idea too early. And I think that sometimes some of the best startup ideas, you're either really, really early or really, really late and, those that are right in the middle of are those that are probably relatively successful. But since then, it's actually become quite an interesting phenomenon. And there's many, many businesses that I've seen globally since we've launched that business, that have gone on to do much bigger and better things in that way. But, for whatever it's worth, we were that that small piece of the puzzle that, curated, hopefully an idea that we think is something that's valuable and worth sharing, and also had an impact to people in the community, which is the biggest takeaway for that business. Naber:  Love it. Very, very cool. All right. So, let's hop into that jump to Facebook. How did that decision work? And let's go through what you're up to. Benny Gould:    Yeah, so going out there looking for jobs - I talked about the five things that were important - those five things also focused on a few different aspects. So for me it was tech, that there was music, community was one of those, and a couple of others I've shared. So for me it had to be a tech company. My dad had been involved in music industry, so that was something of interest, and I DJ'd , through the late parts of my teens, early twenties - failed DJ by the way, in many ways. DJ Swift is somewhat retired. But we can get to that story another time... Naber:  What was the DJ name again? Benny Gould:    DJ Swift. I had a Suzuki Swift as my first car, for lack of a better DJ name, and then there was DJ Suzuki from Japan that was incredibly successful, and I couldn't steal his name. So I went with DJ Swift. Naber:  I don't know if there's a better or worse story out there about picking a DJ name then your first car's name. Benny Gould:    And it's not a great car, let's be honest. The range of Swift's, they haven't changed much in 20 something years. But yes, the short lived DJ career. So music was important. But then looking for a job, specifically having been a recruiter, I think backwards a little bit. So I would then focus on, okay, what are the companies that represent these five things that I focused on, and let's target 20 companies. And then I would reach out to the 20 companies, if they didn't have live jobs, and then I would reach out, introduce myself, and then start to hustle to get a conversation. Now I thought I would be relatively comfortable in doing that with the approach, but then I looked back on the last three years, I left LinkedIn pretty much three years to the day. So I've been doing the startup for three years and travel with the yoga journey. And then I'd realize, well no recruiter really wants to speak to me because I basically been schlepping it for three days with a backpack. Living with no shoes on. So they were probably wondering why in my professional experience? Naber:  Well, luckily Facebook and several of the businesses were smart enough to have that conversation. Benny Gould:    Yeah, so Facebook advertised a job, this job based in Sydney, called a Growth Manager for Workplace by Facebook, which is a product that they've built from within their company about companies better connecting internally with employees. And so it was a way to build a more connected company bottom up, and top down. And so I had applied for this job a couple of times, and the reason I applied for it was because I truly believed in the purpose and believe in the purpose. And the purpose was that they fundamentally want to change the way that employees can share their voice. Because companies, many companies have today still have traditional means of communication, and it's still very controlled in the way that employees can share their thoughts. And I think from the journey that I've been on, I've seen it so many other people have great stories to tell. And so if there was potentially a way that culturally we can shift the mindset to allow people bottom up to share their voice, and create ideation, and to be doing that at scale, and for executives in their companies to hear the amazing ideas and their contribution and their recognition, that would be something magical. And so that was what I'd read pretty much in the job description. I was like this is amazing. This is something I need to be a part of. The fact of building it is something else. So I applied three times. The first two times I didn't get an application response other than thanks, but you're not of interest, after four weeks. The third time, through my network, a guy that I used to work with at LinkedIn, was close buddies with someone that worked at Facebook, and so he referred me as, "Hey, I think you should chat to this guy. He's got this amazing journey, I think is be quite a fit. And then within 10 days, I had a few interviews and managed to land a role. And so yes, hugely thankful, for landing the opportunity at that point. And so for the past 18 months I've been focused on, on exactly the Workplace business. And so helping companies realize and, educate actually in many ways, that the importance of sharing your voice as an employee is important. And going back to the examples and anecdotes that other companies that adopted the platform, would share, it would blow your mind in the fact that - a particular supermarket in New Zealand uses the platform, and they've been using it for some time, but they've got stories about a lady in her sixties, actually saved somebody's life by running across from the supermarket to the gym across the street and this guy and having having a heart attack. And she was able to, based on first aid experience, able to put him in a good enough state until the ambulance arrived. Then shared that particular story on the platform, which then other people in the company we're sharing similar stories about how it's impacted their life, how it's been such a supportive network for people that have lost in their family, and it just opened up this can of worms, in a positive way, for people within the business to create commonality and connection amongst one another. That was something that I thought was, wow, this is fundamentally, phenomenally changing the way people work, and actually show up to work in a positive way. So, that's been sort of an incredible journey. And then, as you know, I've recently moved from Sydney to London in a different role. Naber:  Yeah. Very, very solid, abrupt quick summary that I'm going to have you expand on a second there, to end that. So this is a good pause point. When you're, when you're talking to businesses in your first role at Facebook and your last role as a Global Account Manager at LinkedIn, these businesses you're talking to are global, massive businesses. One of your other super powers that I think a lot of people - first of all, so many people love Ben Gould. There a seven degrees, you know seven degrees of Kevin Bacon, seven degrees of people who love Ben Gold. You can find someone, that can find someone, that can find someone, like tons of people just love you. But one of those groups of people that just love you is your customers, and not just people that have managed you, and not just people that have worked with - your customers love you, adore you. I'm going to guess that's part of this answer, but one of the super powers you have is doing global deal orchestration and decentralize deal orchestration, and working with companies that are very, very big on either local budgets or global budgets and orchestrating the entire thing. Do you have a mindset or a method that you use, or go about, in order to orchestrate and put together these amazingly successful, global deals? And is customers absolutely loving you, part of the ground up of you doing them? Benny Gould:    Thanks very much for the compliment. I also send that $50 later. I appreciate it, very kind of you. So I think that, in terms of the complexity in the way of selling, I think that you can't do it alone, first of all. So it's not down to me, it's down to the team. Down to the people that you work with, and also really just navigating the relationship and navigating the complexity in which people buy, the way people purchase. So in terms of these global companies, for others that are working in similar complex environments, there's so many stakeholders that get involved in deals. You never really have one central buyer, at least my experience, I've not had one central by that's has the wallet and they're able to just pay you for that product there and then. There is other influences when goes into any deal. So whether it's a huge, large multinational - it's procurement, it's the actual CIO, it's the CEO in many instances depending on your product. So from my experience, maybe the lack of a super power, but maybe the skill that I've tried to refine is, is just networking. Just the ability to build a relationship with people in your business and externally in the client business to better understand how to navigate your path through this sort of crazy, maze in many ways. So those relationships really matter because then you can start to, and naturally and authentically those relationships matter, because then once you start building that relationship, then you can help each other grow. Whether that's empowering somebody to be a champion to help them be promoted, or to help them gain a skillset. So one of the most important things that I've really focused on is how is this going to impact their career? Because that's important to them in many ways. Or how is it going to impact them personally? Maybe they've learned something out of it. That sometimes is more than enough. So provided that you can empower others to be their best selves and to show up as best they can, then I think we're all in it to win together. And then if there's not a commonality in that, then going back to the vulnerability example, there's a problem in the connection. There's the mask that someone's wearing, all this stress, or the pressure, or the anxiety that is overwhelming who they really are. So I think the better conversation to have sometimes, is just getting to know them better. The best leaders that I've ever had, have been those that talk less about the day to day more often, and more about the non work day to day. Because the closer relationship you can have with that leader, and they really understand you as a person, you are more than happy to show up and jump out of bed every single day to fight for their team. So I think that's one of the main key things. And I think going back to your point around navigating these complex businesses and multinational companies, the same applies. When I today meet with executive of some huge global companies, they are humans too. And quite frankly, they don't get treated humans, they get traded as big egotistical CEOs. Some of them are, don't get me wrong. but arguably at the end of the day they are humans too. And so it's just finding a commonality and a connection with them that you can appreciate where they're coming from. Benny Gould:    Nice one. Okay. That's a good segue into what you're doing now. And the global program, it's fascinating, that you're running right now and getting into. Why don't you give a bit of a summary of the program that you're running right now, and then I'll get into a couple things that I think people would want to ask you about this. Benny Gould:    Yeah, for sure. So really fortunate to be offered an opportunity to lead at Facebook globally, what we call Facebook for Business Influencers. So it's a program that was launched about four years ago, from an idea that Sheryl Sandberg, presented in terms of the same way that we would represent and manage partners - like athletes, celebrities, musicians - we also have a desire to support business leaders that want to be able to share their voice and share their story at scale. So for the last four years we've been running this program and launched over 400+ business leaders - like Richard Branson, Arianna Huffington Bill Gates, Sara Blakely, others as well Naber:  Small names, small names. Benny Gould:    Ha, yeah, some relatively small names, right?...with some of the amazing talent that the program support. So fundamentally, what the program's about is, is coaching these executives on really what social is. Because many of them use social media in their personal life, probably to connect with children, or grandchildren, or friends, but they're not so familiar with how they solve this in business. And so it goes back to the LinkedIn example, years ago, when I was talking about LinkedIn, when I brought it to companies, they weren't used to how social media would impact their business. It's kind of similar, but this is more from a Facebook and an Instagram perspective. So, today I look after a range of Global CEOs and coach them on why they should have a social profile, and the meaning behind and then the purpose behind connected leaders. And so when you look at some of the research, recently, Brunswick Group over here in Europe, brought out some research that two in one employees want to see their CEO on social media. And more than half of them actually use social media to research whether they want to work for a company. When you think about the demographic of the types of people that are joining their company, they're millennials mainly. The first time in history that we have five generations of people in the workforce. And so there's a different mindset to the way that we perceive information and the way that we see relevance in information. So there's different channels in which we are able to articulate that. So there's traditional media, there's of course professional media, and then there's social media. And so the benefit that we have with social media is, particularly with Facebook and Instagram, we have billions of people who are using our products every day. And so executive leaders either have two types of personalities - they have a very shy personality and not used to being a voice of their company, they're used to the PR engine or the communications engine and the teams that would support them in getting that message out; And then we have executives or startup founders that are the voice of their brand and that are passionate about leading change for their business, societal change, and having a real dent in the world. And so many of those leaders today, if you look at Jeff Weiner from LinkedIn, he does a fantastic job with that. Mark Zuckerberg does a fantastic job, of course, at Facebook. And then you've got other startup executives, Sara Blakely for example, from Spanx. Amazing founders that are so devil in the detail in of the importance of growing a business and want to go out there and have a huge impact on the world. And so that is more than just running a company, that is more about being able to empower other business leaders or, or women in tech is another example. And so the role that I'm doing is expanding on that, not only just to support their external presence, but also to coach them on their internal presence. And so when we're showing up with Workplace in some of the greatest companies in the world like Walmart, and Starbucks, and Virgin Atlantic, and National Australia Bank, and many others to name a few, use the internal platform to communicate and have a better connected company, but the executives also don't know what best practice looks in order to have an internal brand. So coaching them on what an internal brand looks at scale and giving them the framework around how to do that effectively. Naber:  Really interesting. Really interesting. It's just sounds like...I'm going to guess that it was a relatively smooth transition for you talking about this particular product and coaching and supporting executives to solve one of the internal challenges, as it was when you were selling to them in general, other products, or not even similar products, but just selling to power and selling to executives. Do you feel like...What is similarity between having those conversations you're having right now with executives at some of the best and biggest companies in the world, and the way that you should sell the power and sell to executives in the way that you structure those conversations? Benny Gould:    Yeah, definitely. So again, putting yourself in their shoes, that they're running a big company, they are busy, that they have no time for anything else. All those things are completely understandable given the roles that they do. So firstly you've got to understand in a very short amount of time what the business priorities are. Now you would have done your research and understand how to tackle that question, but from a framework perspective, understanding the business priorities and what's important. Then what's going to maximize their business value, but then also understand their personal impact. What is the contribution or the legacy that you wish to have on the company. And so we can understand that. Naber:  Are you asking that question explicitly or you navigating through and ask a couple of questions to get there? Benny Gould:    Sometimes. It would depend on who the person is. If they're a leader of a Fortune 500 company, some may be offended with the approach of the legacy you wish to live in the company. Some people you need to frame your questions with in the right way, for them the business priorities may be so important to them that their personal viewpoint is less important. Or their personal path is less important. So it depends on who you're talking to. But yeah, once you understand the what's in it for them or why should they be interested, is more the question, then we need to align on, well, if these are the true business priorities and important aspects that you're looking to elevate and to scale, then here's how I can help you. This is why you should be interested. And you've gotta be really clear on exactly what that value proposition is, so you're not wasting that time. And then for those that you're having to I guess, educate and influence. That's the approach I take. Others that are probably over enthusiastic with, more interested in learning the how, it's the opposite in me understanding why do they want to show up on social, what I refer to as their social purpose statement. So what is your social purpose statement or your purpose that you wish to articulate as to why this is important? Because having x amount of followers isn't necessarily, as an executive of running a business, the most important goal that you should have. It's aligning on the most important goals that you should align to and the objectives to reach them. And the objectives to reach them are focused on some of the key themes. So objectives could be, I generally break it into three, three themes. So company, self and world. So how would you articulate your storytelling when it comes to your company and what are the key things that are important? With self, how do you want to articulate what's important to you? Is it family time? Is it the books you're reading, or the podcast you're listening to? And then impact on the world - so is it sustainability or social impact? One in five millennials, won't stay at a company for more than two years, unless I have a social purpose. So unles

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In this episode recorded at our 2019 global summit in Hong Kong, Sonali Tare, our Director of Knowledge and Research, interviews Adeline Liew, the Global Account Manager at Interface, about the role embodied carbon takes in global warming and sustainability.

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Robby came to my attention when he sent me a mail extolling the virtues of the Spotlight podcast so I had to interview him. He works as an strategic account manager focusing on the Volkswagen group. He talks of how important it is with such a large account to work closely on all methods of engagement within Qlik. If you invite Robby round for a meal don't offer him liver but he will love to talk about his new arrival coming in July.

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It’s true. Our B2B Marketing Insider’s Radio Show guest expert (Sander Biehn) helped his company (AT&T) gain $47 million in new business through a blog-centered social sales strategy. Sander, who held various positions at AT&T including Global Account Manager, Integrated Solution Specialist, Premier Client Director (Sales Manager), and blogger for AT&T’s Networking Exchange will show you how his social sales strategy worked and why. Listen to this "social selling" interview - then get our guest expert resources at: http://www,b2bmarketingradioshow.com/resources

It’s true. Our B2B Marketing Insider’s Radio Show guest expert (Sander Biehn) helped his company (AT&T) gain $47 million in new business through a blog-centered social sales strategy. Sander, who held various positions at AT&T including Global Account Manager, Integrated Solution Specialist, Premier Client Director (Sales Manager), and blogger for AT&T’s Networking Exchange will show you how his social sales strategy worked and why. Listen to this "social selling" interview - then get our guest expert resources at: http://www,b2bmarketingradioshow.com/resources