Podcast appearances and mentions of jack quarles

Services are an increasing percentage of spend in many companies, and they take different forms contractually. Contingent workforce includes hourly workers completing tasks or fulfilling roles, while service procurement is made up of companies and individuals working towards Statement of Work (SOW) driven objectives. Either way, procurement has to collaborate with HR to effectively and efficiently manage the outcomes.  In this episode of The Sourcing Hero podcast, Host Kelly Barner is joined by Jack Quarles. Jack is the Vice President of Services Procurement at Brightfield and the author of three bestselling books including ‘Expensive Sentences: Debunking the Common Myths that Derail Decisions and Sabotage Success.' He has experience with talent optimization and cost reduction and has firsthand procurement experience working as the Director of Corporate Procurement at Sallie Mae and consulting to numerous Fortune 100 and mid-tier companies. In this conversation, Jack shares his insider's point of view on the considerations associated with successful services management: What the typical HR/procurement relationship is like and what performance metric(s) ultimately drive Human Resources like savings drives procurement The challenges associated with properly documenting the objectives and/or requirements of a services procurement SOW Whether the soft skills or cultural fit of the individual(s) in contingent workforce and SOW-based services are as much of a consideration as they would be in a direct hire situation

Which of the following sentences do you think conveys costly, erroneous “business think”? This is the way we’ve always done it; no reason to change now. You get what you pay for. We can probably do that ourselves. The customer is always right. The correct answer is “E” – all of the above. As business consultant Jack Quarles first explained to host and award-winning journalist Dean Rotbart in March 2017, American companies pay a massive penalty for buying into outdated thinking. Jack’s book, “Expensive Sentences,” is an international bestseller and will make you think twice about bogus business aphorisms. Photo: Jack Quarles, “Expensive Sentences”Originally Posted: March 13, 2017Best of Monday Morning Radio Update: February 15, 2021Monday Morning Run Time: 43:52

Here it is: Six Pixels of Separation - Episode #673 - Host: Mitch Joel. I'm super excited to welcome back to the show my good friend (and sales trainer extraordinaire), Ian Altman. Organizations call Ian Altman for his modern sales approach to grow business with integrity. As a CEO for over two decades, Ian founded and grew his own business-services and technology companies from zero to over $1 billion in value. This business success, backed by years of researching how customers make decisions, established Ian as a leading authority on sale acceleration and business growth. He synthesized his thinking into the bestselling book, Same Side Selling. We're here (again), because Ian just published a newly updated second edition of Same Side Selling (which he co-authored with Jack Quarles). Ian has hugely popular podcast of his own also titled, Same Side Selling, and had written hundreds of articles for Inc., Forbes and beyond. Enjoy the conversation... Running time: 56:30 Hello from beautiful Montreal. Subscribe over at iTunes. Please visit and leave comments on the blog - Six Pixels of Separation. Feel free to connect to me directly on Facebook here: Mitch Joel on Facebook. or you can connect on LinkedIn. ...or on Twitter. Here is my conversation with Ian Altman. Same Side Selling. Follow Ian on Twitter. This week's music: David Usher 'St. Lawrence River'.

There's this idea that B2B buyers in purchasing and procurement are only concerned about one thing...price. While that might the stereotypical, old-school approach to the B2B buying process, forward-thinking companies and buyers take a different approach. On this episode, my coauthor of Same Side Selling Jack Quarles joins us to share new and more innovative ways to work with purchasing and procurement to achieve better results. Listen to this episode and discover: > The biggest challenges or misconceptions people face when it comes to dealing with procurement. > What to say to procurement if they say your prices are too high. > The questions that you can ask to position the conversation around value versus price. > And so much more…

As a highlight of the expensive sentences focus week on ProcurementZen I interview the author of the book, Jack Quarles. He shares some exclusive interesting stories and insights from his long experience in procurement. We also discuss what happened in procurement over the past years and exchange a few proverbs.

A short introduction into our very first focus week on and what you can discover inside. I also introduce the book Expensive Sentences by author and procurement pro Jack Quarles, so you can soon overcome obstacles and shine in your organization.

As a highlight of the expensive sentences focus week on ProcurementZen I interview the author of the book, Jack Quarles. He shares some exclusive interesting stories and insights from his long experience in procurement. We also discuss what happened in procurement over the past years and exchange a few proverbs.

Today I am joined by Jack Quarles. Jack is the author of Expensive Sentences, a fascinating new book that shines a spotlight on the casual remarks made day in and day out at companies that are costing them money.

WDTK! Episode 18: Pull up a chair and take a listen to my conversation with Jack Quarles, author of Expensive Sentences.   Dr. Janet K. Lee   ORIGINAL MUSIC by CONNOR REESE  

July 28, 2017 You Cant Do That! Natasha Bowman, Expensive Sentences Jack Quarles and Selling eCommerce Biz Mark Daoust

They are everyday business-world expressions that we all use and take for granted. But they are costing American companies a fortune in missed opportunities and bad decisions. For example:  The customer is always right We can probably do that in-house You get what you pay for We’re too swamped for that now Jack Quarles, an entrepreneur and procurement expert, is author of “Expenses Sentences,” a book that promises to debunk our most common expressions and rewrite the business vernacular. Tune in this week as Jack not only shares with host and reputation coach Dean Rotbart some of the business world’s costliest sentences, he also offers wise ways to reply to the bosses and colleagues who utter them. Photo: Jack Quarles, Expensive Sentences Posted: March 13, 2017 Monday Morning Run Time: 48 minutes 34 seconds 

Learn how many buying decisions go awry when hidden assumptions and beliefs cloud our decisions.

We’ve all heard the clever, catchy truisms tossed about in corporate environments that sound like sage advice: "A penny saved is a penny earned." "You get what you pay for." "You can’t switch horses mid-stream." They sound good on the surface. Some of these witty aphorisms may even hold a kernel of truth. But dig a little deeper, and you begin to discover that these widely-held and unchallenged beliefs can cost companies lots of time, money, and opportunity. My guest on this week’s episode, best-selling author and negotiation expert Jack Quarles, calls these toxic statements ‘Expensive Sentences.’ Left unchecked and unexamined, these simple little proverbs or phrases have the power to drain valuable resources from companies, keeping them from reaching their full growth and potential. Jack co-authored "Same Side Selling: A Radical Approach to Break Through Sales Barriers" with me. In his latest book, "Expensive Sentences: Debunking the Common Myths that Derail Decisions and Sabotage Success," he looks at the destructive nature of commonly held beliefs and statements that have the power to shut down conversations within organizations, and lead to bad decisions and missed opportunities. “These ideas set in pretty deep in an organization,” Jack says. “They become company lore. They become things that people really believe, but they’re often not true.” Listen to this episode and discover: · How one simple statement cost a company millions of dollars in unnecessary expenses. · What are some of the most commonly-used ‘expensive sentences’ to watch out for in a buying-selling environment? · How not to a respond to an ‘expensive sentence’ situation (and what to do instead). · Three ways to tell if you’re in an ‘expensive sentence’ environment. · Three important questions to ask yourself and others that can turn an ‘expensive sentence’ situation around almost immediately (plus a bonus question from Ian). · And so much more! Episode Overview Back when Jack was the Director of Procurement for a multi-national company, he discovered that a million dollar buying decision was being made on a faulty assumption that was never questioned or challenged. “We’d spent probably millions of dollars more than we should have over of several years, and what was the reason? The reason was this distorted idea that had taken root,” he said. In other words, an expensive sentence had reared its ugly head. That discovery led Jack on a quest to find out why these assumptions were being made and, more importantly, what could be done to change them. He wanted to help buyers shift their perspectives to allow for more healthy, robust competition. “The tricky thing about these ‘expensive sentences’ is that there’s almost always some kernel of truth in them,” Jacks says. Sellers will know if they are in an ‘expensive sentence’ scenario if they have one (or all) of these three elements present: · Stuck · Scarcity · Special “Whenever you encounter a situation where you feel like you’re stuck, or you feel like the resources are scarce, or you feel like somebody’s special (where we’re dependent upon someone or they’re irreplaceable) those are warning signs,” Jack says. For more in-depth explanations of Jack’s three-step formula – Engage, Examine, Enlighten – for turning an expensive sentence scenario from a negative to a positive, make sure to listen to this episode. Jack and I also talk about the shift that’s happening in the procurement world toward better overall value (and away from cheapest prices), and the biggest fear a procurement agent faces (it’s not what you think!). Tune in for all of that and more on today’s Grow My Revenue with Jack Quarles. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/jack-quarles-expensive-sentences/

One of the most important things a seller can do is understand where their client, the buyer, is coming from. Knowing what the buyer needs and wants is pivotal to not just making the sale but also building a trusted relationship that lasts. An expert on this topic, and my co-author on Same Side Selling, is here for today's episode: Mr. Jack Quarles. Jack has been in the procurement/buying side of the sales equation for nearly two decades. On this episode of Grow My Revenue Jack shares his insights on what's going on in the minds of buyers and why those insights are so important for sales professionals. Listen to this episode and discover: - What is the biggest mistake sellers make when approaching buyers? - Why focusing on saving your buyer money will often backfire. - This key phrase instantly positions you to be seen as a trusted advisor: what is it? - When someone leans on price what is Jack's immediate response as a buyer? - What is the value of disarming the potential buyer? - And so much more… Episode Overview With almost 20 years of experience under his belt, Jack Quarles has earned the title of expert in the world of procurement. He has seen and experienced firsthand nearly every possible scenario a buyer could, and he's lived to tell the tale! One of the many reasons I brought him on as a guest is because of his experiences and expertise. On today's episode he specifically shares the biggest mistake he believes sellers make when they approach buyers, why focusing on price doesn't work with today's sophisticated buyers, and the two questions he always recommends buyers ask a prospective vendor (and why they are important to know as a seller). The biggest mistake he sees sellers make when approaching buyers is focusing on price. Buyers today have gone beyond the budget-based buying of times past; they are sophisticated and understand the lowest price is not necessarily the best fit or the best value for their company. As a seller it's imperative you convey to them that you understand that they are a sophisticated buyer, one who looks at both price and at value. Let them know you know they are looking for long-term value and a long-term relationship that goes beyond what you are selling and in fact can overlap and reduce their costs in other areas as well. When you can share that understanding they will begin to see you as a trusted advisor. In alignment with the focus on value and price, there are two questions Jack always recommends you be prepared for from a potential vendor. These are the two questions he encourages any buyer to ask during a sales meetings with potential vendors. The first question is what kind of company is your best fit and what are some of your success stories? The second question is who are you not a good fit for and who are some customers you brought in that didn't work out and why wasn't it a match? These questions are important because authentic answers from you as the seller will give you an honest assessment of where you deliver a ton of value and results, and where you do not. If you can give real answers to the vendors, your potential new clients, they will again trust you as an advisor and a resource. Even if you don't make the sale if that vendor trusts you they are very likely to give you referrals from people they know: all because you were honest and authentic. Also on today's show Jack shares the difference between resources and results in a sales situation, we play a word association game where he says whatever comes to mind when I ask him certain phrases sellers use during a sales process and Jack gives the greatest advice he has on creating a better relationship between buyer and seller. Be sure to listen in and then apply what you've heard today grow your revenue. Discover more at http://www.growmyrevenue.com/business-cast/

On‌ ‌the‌ ‌show‌ ‌with‌ ‌me‌ ‌today‌ is‌ Ian Altman is the CEO of Grow My Revenue, LLC. CEOs and executives call on Ian as a trusted advisor and speaker on sales and business development. Ian’s methods have helped businesses double their revenue growth rate without adding salespeople.‌ ‌ ‌ ‌ Ian is the author of Upside Down Selling, an Amazon #1 Best Seller. He coauthored his upcoming book, Same Side Selling, with Jack Quarles of Buying Excellence.‌ ‌ ‌ ‌ ‌ ‌ Thank‌ ‌you‌ ‌so‌ ‌much‌ ‌for‌ ‌listening!‌ ‌Please‌ ‌subscribe‌ ‌rate‌ ‌and‌ ‌review‌ ‌on‌ ‌your‌ ‌favorite‌ ‌podcast‌ ‌ listening‌ ‌app.‌ ‌To‌ ‌get‌ ‌to‌ ‌the‌ ‌show‌ ‌notes‌ ‌for‌ ‌today's‌ ‌episode,‌ ‌go‌ ‌to‌ ‌https://brightideas.co/xxx...and‌ ‌ if‌ ‌you‌ ‌have‌ ‌any‌ ‌questions‌ ‌for‌ ‌me,‌ ‌you‌ ‌can‌ ‌leave‌ ‌me‌ ‌a‌ ‌voicemail‌ ‌at‌ ‌brightideas.co/asktrent‌

On‌ ‌the‌ ‌show‌ ‌with‌ ‌me‌ ‌today‌ is‌ Ian Altman is the CEO of Grow My Revenue, LLC. CEOs and executives call on Ian as a trusted advisor and speaker on sales and business development. Ian’s methods have helped businesses double their revenue growth rate without adding salespeople.‌ ‌ ‌ ‌ ‌ ‌ Ian is the author of Upside Down Selling, an Amazon #1 Best Seller. He coauthored his upcoming book, Same Side Selling, with Jack Quarles of Buying Excellence.‌ ‌ ‌ ‌ ‌ ‌ Thank‌ ‌you‌ ‌so‌ ‌much‌ ‌for‌ ‌listening!‌ ‌Please‌ ‌subscribe‌ ‌rate‌ ‌and‌ ‌review‌ ‌on‌ ‌your‌ ‌favorite‌ ‌podcast‌ ‌ listening‌ ‌app.‌ ‌To‌ ‌get‌ ‌to‌ ‌the‌ ‌show‌ ‌notes‌ ‌for‌ ‌today's‌ ‌episode,‌ ‌go‌ ‌to‌ ‌https://brightideas.co/xxx...and‌ ‌ if‌ ‌you‌ ‌have‌ ‌any‌ ‌questions‌ ‌for‌ ‌me,‌ ‌you‌ ‌can‌ ‌leave‌ ‌me‌ ‌a‌ ‌voicemail‌ ‌at‌ ‌brightideas.co/asktrent‌