Podcasts about korn ferry hay group

Sign Up For The Newsletter: https://jonathanraymond.com/#newsletter In today's episode of Good Authority, Jonathan sits down with Matt Dixon, a renowned sales researcher and author, for a deep dive into modern sales strategies. They explore how sales is not just a profession but a way of showing up authentically in life, whether you're a business leader, coach, or parent. Matt shares insights from his extensive research, debunking outdated sales tactics and emphasizing the importance of authenticity, trust, and empathy in today's sales environment. This episode is a masterclass in how to approach sales conversations with integrity and make meaningful connections. Whether you're in sales or simply interested in improving your communication skills, this conversation is packed with valuable lessons. About Matt Dixon: Known for his ground-breaking research, he is a frequent contributor to Harvard Business Review and is the author of some of the most important business books of the past decade.  He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. His first book, The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin 2011), was a #1 Amazon and Wall Street Journal bestseller and has sold nearly a million copies worldwide and has been translated into a dozen languages.  The Challenger Sale has won acclaim as “the most important advance in selling for many years” (SPIN Selling author Neil Rackham) and “the beginning of a wave that will take over a lot of selling organizations in the next decade.” (Business Insider).  He is also the author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty (Portfolio/Penguin 2013), which introduced the concept of customer effort reduction and the Customer Effort Score to companies around the world, as well as The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results (Portfolio/Penguin  2015), the celebrated sequel to The Challenger Sale.  His newest book, The JOLT Effect: How High Performers Overcome Customer Indecision, was released by Penguin in September 2022.  Matt's work has been published in the print and online editions of Harvard Business Review on more than twenty occasions.  Among his noteworthy HBR articles are “Dismantling the Sales Machine” (November 2013) and “The End of Solution Sales” (July-August 2012), both of which appear in HBR's 10 Must-Reads on Sales.  He is also the author of some of the most widely cited HBR articles on customer experience and customer service, including “Reinventing Customer Service” (November-December 2018), “Kick-Ass Customer Service” (January-February 2017), and “Stop Trying to Delight Your Customers” (July-August 2010).  In addition to his research and writing, Matt is a seasoned practitioner having held executive leadership roles in strategy, new product development, product management, research and innovation for companies like Tethr, Korn Ferry Hay Group and CEB (now Gartner). He is a sought-after speaker and advisor to management teams around world, having presented his findings at a wide range of industry conferences as well as to hundreds of senior executive teams around the world, including those of many Fortune 500 companies.  Matt holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh as well as a B.A. in International Studies from Mount Saint Mary's University in Emmitsburg, Maryland.  He currently resides in the Washington, D.C. area with his wife and four children.  Connect with Matt: https://www.linkedin.com/in/matthewxdixon/   Try Ren, the AI Leadership Coach: https://rencoach.com/

In this podcast episode, Roger Dooley chats with Matt Dixon, author of The JOLT Effect and founding partner of DCM Insights, about the concept of effortful experiences and the impact of customer indecision on sales. They discuss how companies often create friction and wasted effort for customers, despite knowing it is detrimental. Matt shares examples and insights on understanding the impact of customer effort on loyalty and how to fix it. They also delve into the problem of customer indecision in sales, exploring the reasons behind it and providing strategies for salespeople to overcome it. Matt introduces the JOLT framework and discusses key behaviors that can help salespeople close the sale. Show notes, resources, audio, text: https://www.rogerdooley.com/matt-dixon-jolt/  Matt Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group, as well as the research firm CEB (now Gartner).

Caroline Marcon é escritora, palestrante, consultora organizacional e coach executiva com experiência em transformação cultural e desenvolvimento de times de liderança. Professora de MBAs da Fundação Getúlio Vargas (FGV-SP). Caroline trabalha com grandes empresas no Brasil e no exterior, ajudando-as na evolução cultural e na aceleração do desenvolvimento de seus principais executivos. Atuou por 9 anos na Korn Ferry Hay Group, onde liderou a divisão de pesquisas organizacionais e o time de consultores responsável pela entrega de grandes projetos. Trabalhou por 5 anos como consultora para a ONU na International Telecommunications Union (ITU) e, paralelamente, na área de RH da Brasil Telecom/ Oi. Graduada em Direito e em Administração de Empresas e mestra em Comportamento Organizacional, certificada em Coaching Executivo pela Columbia University New York, em ferramentas de Transformação Cultural pelo Barrett Values Centre, em Gestão da Mudança em Organizações Complexas pelo MIT Sloan e em Meditação pelo Chopra Center. SITE: www.marconlc.com INSTAGRAM Clica aqui para comprar o livro --- Send in a voice message: https://podcasters.spotify.com/pod/show/coachcast2020/message

40-60% of deals are lost due to no decision.  This is typically after a purchase journey with you, demos, legal - the whole lot, and they still don't make a decision.  Taking a large amount of time on both sides. They have stated the status quo is not good enough, but nothing ends up happening.  You need 2 playbooks - one for the status quo and one for no decision.  Too many salespeople dial up the FOMO of missing out.  84% of the time, using this technique will kill the deal.   This is why you need a no-decision playbook.    Matt walks us through the three fears of no decision. Fear of not knowing what to buy Fear of not having enough homework  You might not see the benefits  And how to overcome them.    Laid out in the name of the book - The Jolt effect.  Judge = Judging the level of indecision.  Offer = Offering your recommendation.  Limit = Limit the exploration.  Take = Take the risk off the table.   Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience.  He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr and Korn Ferry Hay Group, as well as the research firm CEB (now Gartner).  He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500     Links 444 - Show Notes Matt's website Matt's LinkedIn Matt's Book Cloud Consultants Collective SendSpark Join our newsletter   Connect With Paul  On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

Fear can be a powerful emotion that can cripple an investor's ability to make sound investment decisions. Whether it's fear of losing money, fear of missing out on potential gains, or fear of messing up, this emotion can lead to indecision and inaction in the market. How can investors overcome their fear of making investment decisions? In this episode, Steve talks with Matt Dixon, Founding Partner of DCM Insights. He is also a Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and The JOLT Effect. Matt previously served as the Chief Product & Research Officer of Tethr and spent time as a Senior Partner and the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group. A speaker and advisor to corporate leadership teams in sales effectiveness and customer experience, Matt talks with Steve about his 'aha' moments in sales, the investor's fears when making investment decisions, and how advisors can help clients overcome these fears.   Key Takeaways [03:24] - Matt's biggest 'aha' moment in sales. [10:47] - How people decide what to invest in or do business with. [15:17] - How advisors can build extraordinary businesses by doing the ordinary. [19:29] - Why clients rarely mention the positive experiences they have with advisors. [21:35] - The three fears investors have. [27:44] - How advisors can help clients overcome their fear of making a choice. [34:47] - Matt's approach to helping clients overcome their fear of choice. [40:03] - Why advisors should limit the use of outside experts. [44:18] - How highly effective people manage their time. [49:06] - What motivates Matt to write books.   Quotes [06:57] - "As wealth managers and advisors, we need to shift from being bartenders to personal trainers with our clients. Don't just be there to react, respond, take orders, and do whatever your client wants." ~ Matt Dixon [07:10] - "As wealth managers and advisors, you earn your client's business, keep clients investing with you, and recommend you to their friends, neighbors, and colleagues because you teach them things they need to learn about attaining their objectives and outcomes." ~ Matt Dixon [1148] - "Dialing up the FOMO (fear of missing out) isn't a great technique for moving people forward. Clients are concerned about the FOMU (the fear of messing up). They're less concerned about missing out on a golden opportunity. They're concerned about making a decision that doesn't pan out and having it reflect poorly upon them." ~ Matt Dixon   Links  Matt Dixon on LinkedIn Matt Dixon on Twitter DCM Insights The Challenger Sale The Effortless Experience The Challenger Customer The JOLT Effect The Paradox of Choice Gartner   Connect with our hosts Steve on LinkedIn Buckingham Strategic Partners   Subscribe and stay in touch Apple Podcasts Spotify Steve on LinkedIn Follow Buckingham Strategic Partners on Twitter   Disclosure For informational and educational purposes only and should not be construed as specific investment, accounting, legal, or tax advice. Certain information is based upon third party data which may become outdated or otherwise superseded without notice. Third party information is deemed to be reliable, but its accuracy and completeness cannot be guaranteed. Some analysis presented is based off current economic information and may become outdated or irrelevant without notice. Individuals should speak with their qualified financial professional based on his or her unique circumstances. Neither the Securities and Exchange Commission (SEC) nor any other federal or state agency have approved, determined the accuracy, or confirmed the adequacy of this podcast. © 2022 Buckingham Wealth Partners, LLC. Buckingham Strategic Wealth, LLC and Buckingham Strategic Partners, LLC (collectively, Buckingham Wealth Partners)

Facing the challenge bigger than a customer resistance to change the status quoGrowing cold in the last stage of the pipeline - How to address itOvercoming indecision - How to equip your prospect Build confidence right from the start‘But I feel your competitor is better!' — Best way to overcome this objectionHyper-personalization and trust - The correlationRecession and Indecision - What would be the impact Matt is a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group as well as the research firm CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500.Get his latest book: https://amzn.to/3T6f0uK 

The JOLT Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna About the Book: From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn't “no.” It's “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and the latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industries, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don't: only by addressing the customer's fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales. About the Author: Matt Dixon is one of the world's leading experts on sales, customer service, and customer experience. He is a Founding Partner of DCM Insights, The Customer Understanding Lab. Prior to co-founding DCM Insights, he served as the Chief Product & Research Officer of Tethr, an AI venture in Austin, TX, that helps companies mine customer voice data for insights. And before that, he spent time as a Senior Partner and the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and as Group Leader of the sales, service, and customer experience practices of CEB, now Gartner. Matt is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales effectiveness to customer service and customer experience and is also a noted business writer. His first book, The Challenger Sale: Taking Control of the Customer Conversation, was a Wall Street Journal best seller, selling more than a million copies worldwide. He is also the co-author of the customer experience bestseller The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the follow-on book to The Challenger Sale titled The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Matt is also a frequent contributor to Harvard Business Review with more than 20 articles to date, including many that have appeared in HBR's "Top Ten Must Reads." And, interesting fact - he's a huge New York Mets fan! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/jolt-effect-matt-dixon  

Welcome to episode #847 of Six Pixels of Separation - The ThinkersOne Podcast. Here it is: Six Pixels of Separation - The ThinkersOne Podcast - Episode #847. If you're in sales (and who isn't?) you should probably read (if you haven't already) The Challenger Sale by Matthew Dixon. The book was published in 2011, and has become one of the bigger books about sales. Matt is back with a brand new book, The JOLT Effect - How High Performers Overcome Customer Indecision (co-authored with Ted McKenna). The book focuses on a big idea: Customers no longer care about succeeding. What they really care about is not failing... and how, as a sales person, you can use this strategy to open up bigger conversations with prospects and close even bigger sales. Matt is Chief Product & Research Officer of the Austin-based AI and machine learning venture, Tethr. In this capacity, he has responsibility for product strategy, product management and product marketing. Prior to joining Tethr, Matt was a Senior Partner and Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and, before that, held numerous global leadership roles in research, product development and management for CEB, now Gartner. A seasoned business researcher, Matt has been involved in dozens of original quantitative and qualitative research studies on topics ranging from customer experience strategy to customer service and sales effectiveness. Matt is also the author of several other books. Enjoy the conversation... Running time: 1:03:08. Hello from beautiful Montreal. Subscribe over at Apple Podcasts. 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. Check out ThinkersOne. or you can connect on LinkedIn. ...or on Twitter. Here is my conversation with Matthew Dixon. The JOLT Effect - How High Performers Overcome Customer Indecision. Ted McKenna. The Challenger Sale. Tethr. Follow Matthew on LinkedIn. Follow Matthew on Twitter. This week's music: David Usher 'St. Lawrence River'.

Are you losing deals to no decision? In recent research, it is found that 40% to 60% of deals for the average salesperson are lost to no decision due to the client sticking with the status quo. In 2020 after going 100% virtual overnight, sales calls went from in person to Zoom. Matt Dixon, while working at a machine learning company, was able to study sales meetings from several companies to determine some of the biggest pressing problems salespeople are facing.  In this episode, Matt Dixon shares some insights from the research in his new Book, The Jolt Effect, to understand why salespeople often lose to the status quo. Matt and Ian discuss how to use these findings to better understand the seller and their fears or hesitance to implement change even if they believe in your products or services.  Join us in this conversation to learn the best approach to increase your sales performance and business growth. If you're interested in grabbing your own copy of Matt Dixon's new book, The Jolt Effect, click https://www.jolteffect.com/ (here) Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group, as well as the research firm CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500 Quotes:  “Beating the status quo is about dialing up the fear of not purchasing, overcoming customer indecision is about dialing down the fear of purchasing.” “We find that about 40 to 60% of deals for the average salesperson are deals lost to no decision.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com

Matt Dixon is the Chief Product & Research Officer of the Austin-based AI venture, Tethr. Prior to his role with Tethr, he was the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and, before that, held numerous global leadership roles in research, product development and management for CEB, now Gartner. An accomplished business researcher and writer, Matt is known for his frame-breaking and provocative work in the areas of sales, customer service and customer experience. He is the author of three Amazon and Wall Street Journal bestsellers—The Challenger Sale, The Effortless Experience and The Challenger Customer­—and he is a frequent contributor to Harvard Business Review with more than 20 print and online articles to his credit. He is a sought-after speaker and advisor to management teams around world, having presented his findings and insights at a wide range of industry conferences as well as to hundreds of senior executive teams, including those of many Fortune 500 companies. In this episode we deep dive into: Customer Indecision and how the fear of 'Missing Out' has shifted to 'Messing Up' Analysing 2.5 Million sales Zoom calls with surprising insights How COVID changed the sales world for good Strategies that used to work literally became counterproductive. This episode is sponsored by The Outbound Game. Turn your business goals into a coin collecting quest and game your growth today. Order The Jolt Effect here!

My guest today is Matt Dixon, the Chief Product and Research Officer at Austin-based AI and Machine Learning Venture Tethr. Matt was a Senior Partner at Korn Ferry Hay Group and was a Group Leader in the research and advisory division of CEB, now Gartner. He is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales effectiveness to customer service and customer experience. The topic is his book The JOLT Effect: How High Performers Overcome Customer Indecision. In this episode of Trend Following Radio we discuss: How do we study sales? Advantages of virtual sales calls How to deal with problems in the buying environment The decrease in productivity from a team, organizational, and sales perspective What does it take to beat the status quo? The purpose of changing sellers' behavior JOLT acronym The difference between dealing with status quo and indecision Jump in! --- I'm MICHAEL COVEL, the host of TREND FOLLOWING RADIO, and I'm proud to have delivered 10+ million podcast listens since 2012. Investments, economics, psychology, politics, decision-making, human behavior, entrepreneurship and trend following are all passionately explored and debated on my show. To start? I'd like to give you a great piece of advice you can use in your life and trading journey… cut your losses! You will find much more about that philosophy here: https://www.trendfollowing.com/trend/ You can watch a free video here: https://www.trendfollowing.com/video/ Can't get enough of this episode? You can choose from my thousand plus episodes here: https://www.trendfollowing.com/podcast My social media platforms: Twitter: @covel Facebook: @trendfollowing LinkedIn: @covel Instagram: @mikecovel Hope you enjoy my never-ending podcast conversation!

My guest today is Matt Dixon, the Chief Product and Research Officer at Austin-based AI and Machine Learning Venture Tethr. Matt was a Senior Partner at Korn Ferry Hay Group and was a Group Leader in the research and advisory division of CEB, now Gartner. He is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales effectiveness to customer service and customer experience. The topic is his book The JOLT Effect: How High Performers Overcome Customer Indecision. In this episode of Trend Following Radio we discuss: How do we study sales? Advantages of virtual sales calls How to deal with problems in the buying environment The decrease in productivity from a team, organizational, and sales perspective What does it take to beat the status quo? The purpose of changing sellers' behavior JOLT acronym The difference between dealing with status quo and indecision Jump in! --- I'm MICHAEL COVEL, the host of TREND FOLLOWING RADIO, and I'm proud to have delivered 10+ million podcast listens since 2012. Investments, economics, psychology, politics, decision-making, human behavior, entrepreneurship and trend following are all passionately explored and debated on my show. To start? I'd like to give you a great piece of advice you can use in your life and trading journey… cut your losses! You will find much more about that philosophy here: https://www.trendfollowing.com/trend/ You can watch a free video here: https://www.trendfollowing.com/video/ Can't get enough of this episode? You can choose from my thousand plus episodes here: https://www.trendfollowing.com/podcast My social media platforms: Twitter: @covel Facebook: @trendfollowing LinkedIn: @covel Instagram: @mikecovel Hope you enjoy my never-ending podcast conversation!

Continuing with our Customer Service theme, we will explore the future trends for Customer Service. Tethr, an AI-powered conversation Intelligence platform, did a research analyzing roughly 1 Million customer service calls with cross-section of industries with a proprietary 250-variable algorithm that measure customer experience. Matt Dixon, Tethr's Chief Product & Research Officer, also shared with us the new practices that help CS employees to improve customer's and their own call experience. Here is the link to download the Employee ToolKit that Paul mentioned on the callAs Chief Product & Research officer, Matt has responsibility for product strategy, product management, research and IP development at Tethr. Prior to joining Tethr, Matt was Senior Partner and Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and, before that, was Group Leader of the sales, customer service and customer experience research and advisory practice at CEB, now Gartner. In addition to his responsibilities at Tethr, Matt is a noted business writer and speaker. His books include The Challenger Sale: Taking Control of the Customer Conversation, The Effortless Experience: Conquering the New Battleground for Customer Loyalty and The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Matt is also a frequent contributor to Harvard Business Review, having been published more than twenty times in both HBR's print and online editions. Matt holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh as well as a B.A. in International Studies from Mount Saint Mary's University in Emmitsburg, Maryland.About Tethr: Tethr's vision is a world where every company listens, and every customer is heard. Tethr is an Austin Texas-based maker of cloud-based conversation intelligence software that combines powerful AI, machine learning and over a decade of customer experience and sales research to surface contextual insights from phone calls and other customer service interactions. Organizations are using Tethr to quickly, easily and accurately turn large amounts of unstructured voice of customer conversation data into insights that fuel smarter decisions and improved business performance, enabling them to become Listening Enterprises. 

Executive Speakers Bureau's Stephen Kirkpatrick speaks with Matt Dixon, Chief Product and Research Leader at the Austin-based AI venture at Tethr.   Matt Dixon is Chief Product & Research Officer of the Austin-based AI and machine learning venture, Tethr. In this capacity, he has responsibility for product strategy, product management, and product marketing. Prior to joining Tethr, Matt was a Senior Partner and Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and, before that, held numerous global leadership roles in research, product development and management for CEB, now Gartner. A seasoned business researcher, Matt has been involved in dozens of original quantitative and qualitative research studies on topics ranging from customer experience strategy to customer service and sales effectiveness. His first book, The Challenger Sale: Taking Control of the Customer Conversation (Penguin, November 2011), was a #1 Amazon and Wall Street Journal bestseller and has sold more than half a million copies worldwide. The Challenger Sale has won acclaim as “the most important advance in selling for many years” (SPIN Selling author Neil Rackham) and “the beginning of a wave that will take over a lot of selling organizations in the next decade.” (Business Insider). Matt is also a frequent contributor to Harvard Business Review, having been published more than twenty times in both HBR’s print and online editions. Among his noteworthy HBR articles are “Reinventing Customer Service” (November-December 2018), “Kick-Ass Customer Service” (January-February 2017), “Dismantling the Sales Machine” (November 2013), “The End of Solution Sales” (July-August 2012) and “Stop Trying to Delight Your Customers” (July-August 2010). His two most recent books are The Effortless Experience: Conquering the New Battleground for Customer Loyalty, (Penguin, September 2013) and The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results (Penguin, September 2015). Matt is a sought-after speaker and advisor to management teams around the world, having presented his findings at a wide range of industry conferences as well as to hundreds of senior executive teams around the world, including those of many Fortune 500 companies. Matt holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh as well as a B.A. in International Studies from Mount Saint Mary’s University in Emmitsburg, Maryland. He currently resides in the Washington, D.C. area with his wife and four children.

  Pay equity legislation is changing at a dizzying pace. Tom McMullen from Korn Ferry Hay Group breaks down global stats and shares ways companies can adopt more transparency in compensation.  

We recently spoke to Tom McMullen, senior client partner at Korn Ferry Hay Group, to get his take on what it takes to attract and retain talent today and how CHROs and CEOs are rethinking the ROI they get from traditional compensation strategies.

Tom McMullen is a Senior Client Partner and Rewards Expertise Leader for Korn Ferry Hay Group with 30 years of experience.  Our discussion focused on compensation aspects of rating-less performance management. I also asked Tom what trends and topics his clients are dealing with at this point. Topics that compensation professional deal with: Efficiency, effectiveness and connectedness Assessing effectiveness of C&B programs Pay Equity What changed over the time Tom has been in consulting: we live in a sped-up world - turnaround time is faster than it’s ever been life-cycle of business strategy shortened and thus, talent and reward strategies need to follow simplification of messages best reward programs are not differentiated by sofisticated strategies, but by what can be implemented and embeded in an organization and how they link to business strategies what differentiates most admired companies from the others - the success of their e’ee communication (also utilizing managers to this (more than HR) Rating-less performance management Why are companies doing it What impact it has on compensation programs How to communicate rewards if we don’t link it to performance rating What questions should a company ask before they decide to eliminate ratings You can learn more about Tom on: https://www.linkedin.com/in/mcmullentom/  

How different is the path to the C-Suite for men and women? In this second part of my interview with Audra Bohannon, Senior Partner for Korn Ferry Hay Group, we talk about embracing change, the learning organization, and the power of sponsorship. And we also delve deeper into diversity and inclusion. Enjoy!

Diversity and inclusion — how crucial is it in today’s global workplace? In this episode, I speak with Audra Bohannon, Senior Partner for Korn Ferry Hay Group. We cover a lot of topics: bias at work, addressing inter-generational communication gap, and more. Enjoy!