Podcasts about salesfuel

Mark Hunter is a renowned expert in the field of sales, known for his extensive experience and insightful perspectives on sales strategies and mindset. With over 15 years in sales and marketing divisions of three Fortune 200 companies, Mark has led significant projects, including the creation of a new 200-member sales force. He is the author of several influential books, including 'High-Profit Prospecting,' 'High-Profit Selling,' and 'A Mind for Sales.' Mark's approach to sales is not just as a profession but as a lifestyle, emphasizing the importance of mindset and integrity in prospecting. His expertise has made him a sought-after consultant and speaker across five continents and 29 countries, earning him the Certified Speaking Professional designation and an induction into the Sales Hall of Fame. “Your mindset is, I think it's more important than the process. Sales is what we do for someone , that's where we're now focused on the outcome. In the absence of trust, price is everything.” – Mark Hunter   Key Takeaways   -What are the two most important ingredients for success in sales? -How important is mindset compared to process in sales -What does 'prospecting with integrity' mean? -How can sales managers identify candidates with the right mindset before hiring? -What is the role of trust in sales?   #employeeengagement #HR #sales #salesmindset #salestips #salesprospecting #salescred #salescredibility #SalesFuel #AdMall #TeamTrait #salesintegrity #valueselling #salesstrategy #salesmetrics #saleshiring   Connect with Mark Hunter   https://thesaleshunter.com/   https://www.linkedin.com/in/markhunter/ https://www.facebook.com/MarkJamesHunter     Connect with Manage Smarter Hosts   ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                    ·         LinkedIn: C.Lee Smith     Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Tom Beener is a securities attorney turned author, known for his book 'It's Better to March in Circles Than Not March at All.' Growing up with a father who was both a policeman and involved in the New York mob, Tom Beener was exposed to a world of gambling and organized crime from a young age. Despite these influences, he pursued a career in law, becoming a securities attorney. His experiences have given him a deep understanding of the balance between moral integrity and ambition in business. Through his storytelling, Tom offers actionable insights into high-stakes decision-making and leadership under pressure, making his contributions to discussions on ethics in business both compelling and invaluable. GET THE BOOK: https://www.amazon.com/Better-March-Circles-Than-Not-ebook/dp/B0DDLHN2L2 KEY TAKEAWAYS: Ethics in Business: The importance of maintaining a strong moral compass in business,highlighting how ethical decision-making can impact credibility and trust.   Leadership Under Pressure: The discussion explores how leadership in high-stakes situations parallels everyday management, emphasizing the need for decisive and clear communication. Leaders are advised to make decisions without over-explaining, as this can lead to unnecessary debate and controversy.   Decision-Making Strategy: Tom introduces the concept of 'never complain, never explain' as a strategy for effective decision-making. This approach encourages leaders to focus on facts and outcomes rather than getting bogged down in justifications, which can lead to exposure and vulnerability.   Credibility as Currency: Credibility is likened to currency, highlighting that it takes time to build but can be quickly lost through poor decisions. Maintaining credibility requires consistent ethical behavior and decision-making that aligns with organizational values.   Avoiding Rule Bending: Tom warns against bending rules, as it can undermine a leader's credibility and trustworthiness. Leaders are encouraged to adhere to established codes of conduct to maintain integrity and foster a trustworthy organizational culture. "You don't dwell. The more you try to explain your actions, the more you open the door for debate." - Tom Beener #leadership #mafia #morals #conscience #businessethics #ethics #management #toughdecisions #HR #businessdecisions #business #sales #mob #highpressurejobs Connect with Manage Smarter Hosts   ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                    ·         LinkedIn: C. Lee Smith     Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, we dive into the transformative power of transparency and honesty in leadership with Grace Gavin, co-founder of Know Honesty. Grace shares her insights on how open communication can reduce anxiety, ease aggression, and limit indecision in the workplace. Drawing from her diverse background and personal experiences, including her father's battle with cancer, Grace emphasizes the importance of being truly and freely yourself. Discover practical exercises like 'The Agreement' and 'Fake You' to enhance your communication skills. Whether you're a leader or team member, learn how to build a better culture of trust and openness. KEY TAKEAWAYS: -The Importance of Transparency in Leadership: Transparency is crucial in leadership as it helps reduce anxiety, ease aggression, and limit indecision. Leaders must find the right balance between sharing enough information and not oversharing to maintain effective communication within their teams. -Building Trust Through Open and Honest Communication: Trust is essential for effective communication, and it starts with leadership. Leaders should be trained to be open and honest, creating a culture where employees feel safe to express their thoughts and ideas without fear of negative consequences. -Practical Exercises for Enhancing Communication Skills: Simple exercises like 'The Agreement' and identifying 'Fake You' can help individuals improve their communication skills. These exercises encourage people to be honest and open, fostering better relationships and more effective teamwork. -The Impact of AI on Communication: While AI can aid in generating ideas and writing, it may lead to communication that lacks authenticity and human connection. It's important to use AI as a tool for brainstorming while ensuring that genuine human interaction remains at the forefront of communication strategies. "Honesty at the root of it, as we define it, is being truly and freely yourself speaking into what you want and how you feel. If we are not doing it, speaking honestly, being open to others, I don't think it's the best use of our time or this life that we have." - Grace Gavin FREE ASSESSMENT HERE: https://knowhonesty.com/ASSESSMENT/ Connect with Grace Gavin knowhonesty.com https://www.linkedin.com/in/grace-gavin/ Connect with Manage Smarter Hosts   ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                    ·         LinkedIn: C. Lee Smith     Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    #honesty #workplaceculture #employees #humanresources #leadership #workplacedrama #workdrama #communication #AI #artificialintelligence Learn more about your ad choices. Visit megaphone.fm/adchoices

Andrew Barry is a seasoned expert in learning and development, with a rich background that includes executive roles at global organizations such as KPMG. He is the founder and CEO of Curious Lion, a company dedicated to high-performance leadership and learning. Andrew and his team have successfully developed thousands of leaders at prominent clients like Workday, Pinterest, IMG, and USAA. His innovative approach to corporate training is heavily influenced by his experience as a mentor in the 'Write of Passage' writing course, which he describes as the best cohort-based training program he has ever been a part of. In this episode, Barry delves into transformative learning and leadership. He discusses the role of curiosity, adaptive intelligence, and AI in training programs. Barry also offers practical tips for managers to foster continuous learning and align personal growth with business objectives. Discover how to create high-performance teams and navigate today's corporate complexities. Key Takeaways: -Learning as Transformation: Learning isn't just about transferring information; it's about transforming the learner. Managers need to focus on lifelong learning philosophies, especially in the age of AI, to ensure continuous growth and development. -Curiosity-Driven Development: Managers should identify what their team members are curious about and align these interests with business objectives. -Effective Use of After Action Reviews: Conducting thorough after-action reviews by unpacking stories from all team members can lead to better learning outcomes. -Role of Emotional Presence in Leadership: Instead of focusing on executive presence, leaders should aim for emotional presence. Being authentic, vulnerable, and having a strong point of view can make leaders more effective and increases credibility. "Learning isn't the transfer of information, it is the transformation of the learner. Information used to be power. Knowledge is still power. But really, I think it's forced us to think a lot about what is the difference between information and knowledge." - Andrew Barry #learning #professionaldevelopment #training #AI #artificialintelligence #knowledge #knowledgetransfer #credibility #leaders #managers #CEO #talentdevelopment Connect with Andrew Barry https://curiouslionlearning.com/ https://www.linkedin.com/in/realandrewbarry Connect with Manage Smarter Hosts   ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                    ·         LinkedIn: C. Lee Smith     Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

James Scouller, executive coach and author of 'How to Build Winning Teams Again and Again,' joins us to discuss the intricacies of team building. James explains the differences between real teams and performance groups, and shares actionable insights on optimizing team performance. Discover the essential elements for creating high-performing teams and learn how to navigate the complexities of team dynamics. SHOW NOTES: James Scouller, an ex-CEO who's been coaching leaders and their teams for 20 years, has released something unusual in the world of books: a nonfiction trilogy. It's titled How To Build Winning Teams Again And Again. He says they're the three books he wished he'd read 40 years ago. It's the first series of handbooks to explain the psychology, action principles and roadmaps behind team success. Book #1 explains what you need to KNOW about teams and their psychology. Book #2 outlines what you need to DO to nail the psychological issues explained in book 1 and build teams that last. Book #3 explains HOW to apply Book #2's models. James has two postgraduate coaching qualifications and trained in applied psychology at the UK Institute of Psychosynthesis. He also holds a 4th Dan black belt in Aikido. He lives near London with his wife, Tricia. In this podcast for managers and executive leadership, Audrey, Lee and James Scouller discuss:   The Difficulty of Building Teams: Building a team is not a natural or easy process. It requires understanding the subterranean psychological forces at play, both at the individual and collective levels, and finding a way to direct these forces. The Role of Conflict in Teams: Conflict is a natural part of any high performing team. Avoiding conflict and focusing solely on maintaining harmony can lead to stagnation and lack of decision-making. The Importance of Clear Goals: Teams need to have a clear understanding of their purpose and primary goal. This clarity helps to align team members and drive their collective efforts towards achieving the goal. The Concept of Pseudo Teams: Pseudo teams are work groups that decide to be a team without having a clear goal. They focus on unanimity and being civil with each other, which often leads to lack of decision making and commitment.  The Unique Challenges of Senior Teams: Senior teams often find it harder to form than other teams due to their reluctance to be challenged by a peer and fear of losing their autonomy. Understanding their unique goal and not conflating it with the organization's goal can help in forming a successful senior team. FREE DOWNLOAD FOR MANAGE SMARTER LISTENERS FROM JAMES! https://leadershipmasterysuite.com/ms/ “(A team should) always know what it's basically for. As the French call it the raison d'etre, the reason for being..” – James Scouller Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of goodbusi ness management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with James Scouller https://www.facebook.com/TheLeadershipMasterySuite https://www.youtube.com/3LevelsofLeadership https://www.linkedin.com/in/jamesscouller/ https://x.com/JAMESSCOULLER Connect with Manage Smarter Hosts  ·         Website: ManageSmarter.com  ·         LinkedIn: AudreyStrong                                                                    ·         LinkedIn: C.Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  #sales #teams #teamscoaching #teamwork #teamfail #teamtrait #teamassessments #managers #management #career Learn more about your ad choices. Visit megaphone.fm/adchoices

Ryan Ruud is the Founder & CEO of Lake One, a modern marketing partner that helps B2B companies drive sales and marketing transformation. Lake One embeds virtually with their clients to provide strategic guidance and hands-on support as they build and optimize revenue systems. He started the firm in 2014 and has led it through double digit growth every year since, attracting funded startups to enterpriseclients. Prior to launching Lake One, Ryan established his career by merging a love of storytelling and content with an insatiable curiosity for technology. With roots in broadcast journalism, he cut his teeth in both radio and tv studios while earning his Bachelors and Masters in Journalism and PR respectively. His marketing career took him from leading PR & Communications for AdTech company, NativeX (acquired by Mobvista in 2016), establishing Digital Marketing for B2BEcommerce SaaS Company Four51 (acquired by Sitecore 2021), to building and managing a Digital Marketing and Demand Generation Credit Union Service Organization (CUSO) for some of the country's largest credit unions prior to starting Lake One. In this podcast for managers, Audrey, Lee and Ryan discuss:   · How big tech is affecting management tasks and workflow · How to harness the power of new tech and AI without becoming lazy and destroying credibility with stakeholders · How to determine what to use technology to scale and create efficiencies · Do's and Don'ts of marketing automations and tech · Using tech properly to improve lead generation and lead quality in marketing “The reaction and why I have this perspective on technology in marketing is it made us all lazy! It made it too easy for us to scale without thinking about what we're scaling.”– Ryan Ruud Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Ryan Ruud www.lakeone.io https://www.linkedin.com/company/lake-one/ https://www.facebook.com/lakeonedigital/ Connect with Manage Smarter Hosts  ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                    ·         LinkedIn: C.Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Richard Weylman, at age 6, Richard was orphaned and lived in nineteen foster homes and attended eleven different schools. Rather than becoming victim of those circumstances he overcame them and has had remarkable business success including as an award-winning general sales managerof Rolls Royce to heading sales and marketing for the Robb Report- A Magazine for the Luxury Lifestyle from its inception until its record liquidity event. A Hall of Fame inducted Keynote speaker Richard has also been inducted into the Customer Experience Hall Of Fame for his legendary work helping brands engage with their customers and retain them. He is the author of two international bestsellers, the latest of which, The Power of Why: Breaking Out in a Competitive Marketplace is in seven languages and is also a CEO Reads bestseller. His next book 100 Proven Ways to Acquire and Keep Clients for Life is available on Amazon or your favorite bookstore. Finally, he is a Horatio- Alger nominee for his philanthropic work on behalf of orphans and widows. In this podcast for managers, Audrey, Lee and Richard discuss:   ·  What differentiates you with today's customers with their experience ·  Concrete examples of right from wrong in service levels ·  Free or inexpensive ways to change your business deliverables to garner client loyalty · Why creating brand evangelists is critical to growing your business “Thoughtfulness, empathy, caring, and kindness are valuable relationship-building traits that no amount of competitor marketing dollars can defeat.”– Richard Weylman Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Richard Weylman https://richardweylman.com/ https://www.linkedin.com/in/richard-weylman-keynotespeaker/ Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: AudreyStrong                                                                    ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Stephanie Brown is the Founder of Creative Career Level Up, a program that helps those in marketing, creative, and tech industries accelerate their careers and secure their next perfect role—along with a promotion and a salary increase. Stephanie has spent the last 15 years working in the marketing, creative and tech industries, and what makes her program stand out and a proven system is she used her 13 years' experience working as a senior marketing executive at Nike (8 years in total) and Apple (5 years) to develop its curriculum. She's been fired twice and took both opportunities to reframe her career. In this podcast for managers, Audrey, Lee and Stephanie discuss:   ·   How to take a different view of your career development ·   Her story about how getting fired can actually be a blessing ·   How being fired and refocusing can by the driver for a total career makeover ·   DO'S and DON'Ts of what to do after you've been fired ·   How managers can create a culture of showing a clear career path for employees and for themselves "I had been let go and fired. My learning in terms of things that probably I didn't do right is I tried to rush into the next job.”– Stephanie Brown Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Stephanie Brown https://www.creativecareerlab.com/ https://www.linkedin.com/in/stephaniebrowncareercoach/  Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: AudreyStrong                                                                    ·         LinkedIn: C.Lee Smith    Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

David Horsager, MA, CSP, CPAE is the CEO of Trust Edge Leadership Institute, Trust Expert in Residence at High Point University and The Wall Street Journal best-selling author of The Trust Edge, The Daily Edge, and Trusted Leader. He is also a podcaster, creator of the Enterprise Trust Index™, and director of one of the nation's foremost trust studies, The Trust Outlook. ® Horsager has advised leaders and delivered life-changing presentations on six continents, with audiences ranging from Delta, FedEx, and Toyota to the New York Yankees, MIT and the Department of Homeland Security. His work has been featured in prominent media such as Harvard Business Review, Forbes, and MSNBC. Through speaking, training, consulting, and coaching, David and his team at Trust Edge Leadership Institute make it their mission to develop trusted leaders and organizations. With his trademark 8 Pillar Framework, David breaks trust down into tangible steps that can be leveraged right away to build a high-trust culture— because high-trust leaders and organizations bring out the best in their people and get measurable results. In this podcast for managers, Audrey, Lee and David discuss:   -Definition of a high trust environment -How to build trust among fellow leaders and stakeholders in complex organization -The Enterprise Trust Index -How long does it typically take to establish trust?  "Leaders don't realize that a lack of trust is their biggest expense. They often don't see how a lack of trust affects EVERY aspect of the business!”– David Horsager   Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with David Horsager https://www.linkedin.com/in/dhorsager/ https://trustedge.com/ http://www.davidhorsager.com/  Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                    ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Twitter: @SalesFuel  ·         Website: http://salesfuel.com/  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Maria Victoria Albina (she/they) is a Master Certified Somatic Life Coach, UCSF-trained Family Nurse Practitioner and Breathwork Meditation Guide with a passion for helping humans socialized as women realize that they are their own best healers by reconnecting with their bodies and minds, so they can break free from codependency, perfectionism and people-pleasing and reclaim their joy. She is the host of the Feminist Wellness Podcast, holds a Masters degree in Public Health from Boston University School of Public Health and a BA in Latin American Studies from Oberlin College. Victoria has been working in health & wellness for over 20 years and lives on occupied Munsee Lenape territory in New York's Hudson Valley. FREE MEDITATIONS FOR MANAGE SMARTER LISTENERS: victoriaalbina.com/salesfuel In this podcast for managers, Audrey, Lee and Victoria discuss:  -Signs and signals leaders should look for indicating they aren't well -Why people pleasing and likability are a recipe for bad health for leaders -How past traumas play out in bad health today -A calming exercise to use at work to reset your nervous system and re-center yourself "The number 1 mistake managers make is Ignoring signals from their bodies that are telling them they are overstressed or overworked. They do this to be productive and to continue being seen as high performers..”– Victoria Albina Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Victoria Albina     ·        Website ·        Instagram: @victoriaalbinawellness ·        Podcast: Feminist Wellness ·        Facebook ·        LinkedIn Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                    ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Darren Horwitz is the Founder of TenTen, a brand implementation firm that helps organizations plan, build, and manage brand change. Darren and his team work with clients to help them navigate the complex process of planning, executing, and bringing brands to life. In just over 8 years, TenTen has helped 100+ companies rebrand, across industries and around the world. Darren and TenTen's work has benefited the U.S. Army, GE Healthcare, Lincoln Financial, and J&J to name a few. Before founding TenTen, Darren established implementation and brand governance as integral disciplines at FutureBrand. He successfully deployed and governed global brands like American Airlines, Cadillac, and USAA. Prior to this, Darren defined brand management systems at Interbrand, working with notable clients such as Humana and Thomson Reuters. As a founding partner at Pixeljockey LLC, he played a crucial role in managing brand rollouts for AT&T and MasterCard. Darren excels in tackling challenges and guiding clients to achieve measurable results in brand optimization. In this podcast for managers, Audrey, Lee and Darren discuss:  ·        The 5 Pillars of Successful Brand Implementation Planning ·        What is branding vs. rebranding? Why do it? ·        Timing, cost and implementation of branding ·        What are the logistics of a branding or rebranding? "Rebranding goes much further than the creative development. Planning to successfully launch and rollout your rebrand takes time - so start planning early!”– Darren Horwitz Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Darren Horwitz https://www.tentengroup.com/ https://www.linkedin.com/in/darrenhorwitz/ https://www.tentengroup.com/insights   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                    ·         LinkedIn: C. Lee Smith     Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Stephanie Nivinskus is the CEO of SizzleForce Marketing, an agency that helps scaling companies get noticed and attract more clients on a daily basis. Since 1995, she has developed and executed brand-building campaigns for companies including Starbucks, The NFL, Quiksilver, and thousands of small businesses. A Story Brand Certified Guide and Certified Partner of Digital Marketer, Stephanie has written for Forbes & Entrepreneur magazines and she is the author of the International #1 Bestseller, Absolutely Unforgettable: The Entrepreneur's Guide To Creating A Heart-Centered Brand And Standing Out In A Noisy World. In this podcast for managers, Audrey, Lee and Stephanie discuss:  ·        5 explanations as to why your products or services aren't selling ·        How to appeal to buyers on an emotional level ·        Attention-getting techniques to create FOMO ·        How company credibility and product credibility affect salesperson credibility ·        When to pull the plug on a product that's not doing well "I will tell you I am a firm believer there's 5 emotional motivators that prompt people to pull out their wallets over and over and over.”– Stephanie Nivinskus Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Stephanie Nivinskus www.SizzleForce.com https://www.facebook.com/SizzleForce https://www.linkedin.com/in/stephanienivinskus/ Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                    ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Matt Blumberg is a technology entrepreneur, business builder, and CEO of Bolster, an on-demand executive talent marketplace that helps accelerate companies' growth by connecting them with experienced, highly vetted executives for interim, fractional, advisory, project-based or board roles. Matt has been recognized as one of New York's 100 most influential technology leaders by Business Insider, by Crain's as one of New York's Top Entrepreneurs, and by Ernst & Young as an Entrepreneur of the Year finalist. Before Bolster, Matt built businesses and worked in marketing, consulting, and venture capital. He is the author of Startup CEO, Startup CXO, and Startup Boards. In this podcast for managers, Audrey, Lee and Matt discuss:  ·      How boards work and definitions of a good board vs. a bad board ·      Why should a startup or company in growth stage create a board of directors and what are the benefits? ·      How boards increase credibility ·      Creating a board including size, composition, roles of VCs and independent directors, what to look for in a director, and how to recruit directors ·      Celebrities on boards "The top problems CEOs have when building boards are (a) not adding independent directors, and (b) saying they want diversity on the board…but then saying they only want to add independent directors who have already been board members before (by definition a very small pool…and by definition not expanding the pool of available underrepresented directors).”– Matt Blumberg Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Matt Blumberg https://bolster.com/ https://twitter.com/mattblumberg https://www.linkedin.com/in/blumbergmatt/ https://www.linkedin.com/company/bolstertalent  Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this week's episode, Lee Smith, the CEO of SalesFuel and author of "SalesCred: How Buyers Qualify Sellers," shares insights on the significance of credibility in sales. He emphasizes how credibility is often overlooked in today's fast-paced and technology-driven sales environment, and how sales is more of an intelligence game than a numbers game.In, Lee shares his journey in sales and how he started SalesFuel to help salespeople become more credible with their buyers. He also covers the three pillars of credibility and the five levels of credibility in sales, as well as the importance of avoiding arrogance in sales.What You'll Learn From This Episode:0:27 Lee shares his journey in sales and how he started his company, SalesFuel, to help salespeople become more credible with their buyers.2:38 Buyer perception and the importance of credibility in sales.4:59 The three pillars of credibility.9:51 The five levels of credibility in sales.14:08 The importance of credibility and avoiding arrogance in sales.Enjoy The Show?Don't miss an episode, subscribe via iTunes, Stitcher or RSS.Leave us a review in iTunes (here's how)Join the conversation by leaving a comment below!

Get to know these successful thought leaders and find out how they present themselves and their crafts as experts in their fields. C. Lee Smith is the President/CEO of SalesFuel® – a multi-million-dollar company based in Columbus, Ohio that provides intelligence to fuel high-performing sales teams. 35% of sales managers say that it's harder to hire good salespeople than it was a year ago. The bigger problem is that it's easy to hire bad ones. C. Lee Smith provides sales managers the tools to uncover whether a sales candidate is likely to be a sales producer or a sales impostor. If you are a sales manager and you are uncertain or afraid to make a bad hire, make sure to reach out to C. Lee Smith at https://www.linkedin.com/in/cleesmith/ or https://salesfuel.com/. Scott Ingram is an Account Director at Relationship One, Host of Sales Success Stories, and Inspired Marketing Podcasts. He is passionate about the intersection of marketing, sales, and technology. He is committed to making an impact on the lives of his clients, family, and community. He created the Daily Sales Tips Podcast & Blog for B2B sales professionals. The show is dedicated to sales development reps, chief revenue officers, or even those in between, who want to learn the best practices of active, quota-carrying individual contributors who are #1 or at least in the 1% of performers in their respective sales organizations. If you're a B2B salesperson, and you're on the top of your game, and you want to make sure that you stay that way regardless of what's going on in the business and the world, you should reach out to Scott Ingram by visiting his website at https://top1.fm or going to his profile at https://www.linkedin.com/in/scottingram/. Basile Lemba is an internationally leading authority in networking, the host of the Networking Guru, The Ultimate Nova Business Expo, and the Executive Producer and Networking Guru of BL Ultimate Networking Events. He is passionate about teaching the know-how of networking. As a personable speaker and networking guru, he created BL Networking Breakfast Club and EXPOs which have been established for 16 years. His goal is to coach people on how to turn networking into profits and bring people together to do business. If you want to correct your networking practices and take more advantage of them, you may want to reach out to Basile Lemba by visiting his website at http://www.blnetworking.net/ or going to his profile at https://www.linkedin.com/in/basilelemba/. Global Credibility Expert, Mitchell Levy is a TEDx speaker and international bestselling author of over 60 books. As The AHA Guy at AHAthat (https://ahathat.com), he helps to extract the genius from your head in a two-three hour interview so that his team can ghostwrite your book, publish it, distribute it, and make you an Amazon bestselling author in four months or less. He is an accomplished Entrepreneur who has created twenty businesses in Silicon Valley including four publishing companies that have published over 800 books. He's provided strategic consulting to over one hundred companies and has been chairman of the board of a NASDAQ-listed company. Mitchell has been happily married for thirty years and regularly spends four weeks in Europe with family and friends. Visit https://mitchelllevy.com/mitchelllevypresents/ for an archive of all the podcast episodes. Connect to Mitchell Levy on: Credibility Nation YouTube Channel: https://bit.ly/3kGA1LI Credibility Nation LinkedIn: https://www.linkedin.com/company/credibilitynation/ Mitchell Levy Present AHA Moments: https://mitchelllevy.com/mitchelllevypresents/ Thought Leader Life: https://thoughtleaderlife.com Twitter: @Credtabulous Instagram: @credibilitynation Learn more about your ad choices. Visit megaphone.fm/adchoices

Maria Victoria Albina (she/they) is a Master Certified Somatic Life Coach, UCSF-trained Family Nurse Practitioner and Breathwork Meditation Guide with a passion for helping humans socialized as women realize that they are their own best healers by reconnecting with their bodies and minds, so they can break free from codependency, perfectionism and people-pleasing and reclaim their joy. She is the host of the Feminist Wellness Podcast, holds a Masters degree in Public Health from Boston University School of Public Health and a BA in Latin American Studies from Oberlin College. Victoria has been working in health & wellness for over 20 years and lives on occupied Munsee Lenape territory in New York's Hudson Valley. FREE MEDITATIONS FOR MANAGE SMARTER LISTENERS: victoriaalbina.com/salesfuel In this podcast for managers, Audrey, Lee and Victoria discuss:  -Signs and signals leaders should look for indicating they aren't well -Why people pleasing and likability are a recipe for bad health for leaders -How past traumas play out in bad health today -A calming exercise to use at work to reset your nervous system and re-center yourself  "The number 1 mistake managers make is Ignoring signals from their bodies that are telling them they are overstressed or overworked. They do this to be productive and to continue being seen as high performers..”– Victoria Albina Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Victoria Albina     ·       Website        Instagram: @victoriaalbinawellness Podcast: Feminist Wellness ·       Facebook ·       LinkedIn Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

As the new year starts, there's a heightened focus on what it will take to succeed this year, especially with concerns about the economy. Get actionable insights on how to set yourself up for success during these uncertain times by listening to this podcast with BIA's Nicole Ovadia, VP Forecasting and Analysis, and C. Lee Smith, CEO of SalesFuel.Nicole and Lee identify strategies that can be used to improve sales outcomes immediately. They also offer suggestions on how to answer advertisers when they ask questions like: “What's the best way to advertiser in a recession?” and “Sales are down, so should I cut my ad budget?” 

Jeb Blount is the author of thirteen books including Fanatical Prospecting, Sales EQ, Virtual Selling, and his latest book, Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times - which is the topic of today's discussion. Jeb advises a who's who of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. He is among the world's most respected thought leaders on prospecting, sales, leadership, and customer experience. In this podcast for managers, Audrey, Lee and Jeb discuss:   ·       The real secrets to selling more in a crisis ·       Why you need more than charm and a great personality to close sales in a crisis ·       Why you must stop swimming naked and put your bathing suit on ·       Why you don't get into buckets with crabs  "We assume we are succeeding because we are so awesome at what we do. But as the saying goes, don't confuse a bull market with brains. During cycles of abundance, even the weak can succeed.”– Jeb Blount    Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Jeb Blount     https://jebblount.com/ https://www.linkedin.com/in/jebblount/ https://www.facebook.com/SalesGravy https://www.youtube.com/channel/UCUVoyyL3KRtiXFXdcWwN8bA https://www.instagram.com/salesgravy/ https://salesgravy.com/ Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

John Robertson is the Founder and President of FORTLOG Services. John built his services with a focus on an encouragement-based approach, resolving root causes as opposed to treating crisis and transition in the workplace symptomatically, as is often the practice. A trusted thinking partner with 30+ years of assisting individuals and organizations manage all forms of crisis/ change, John leverages a values-anchored ethos as a leadership development specialist, helping organizations and individuals to define the new norm and thrive. Over the years, John has gained extensive and diverse experiences working with Indigenous peoples [First Nations], first responders, small-medium businesses, non-profits, churches, communities, municipalities, educational, health care, families, and EAPs. John's qualifications include Conversational IQ™, psychological health and safety advisor, ICF coach, Resilient Leadership, crisis intervention instructor, numerous psychometric tools, Certified Trauma Treatment Specialist (CTTS), Certified grief counsellor, and a Masters and Bachelors degrees.  In this podcast for managers, Audrey, Lee and John discuss:   ·      The 4 D Process for Organizational Transformation ·      Why wellness is more than being sick ·      Why EAPs don't work "Wouldn't it be great to move out of a constant reactive leadership state and into a proactive one where your initiatives are leadership endorsed and supported AND personnel driven?”– John Robertson   U.S. - Dial 988 Suicide and Crisis Lifeline Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with John Robertson  https://fortlog.co/ https://www.linkedin.com/in/johnrobertson-fortlog/ https://fortlog.co/managesmarter Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Michelle Tillis Lederman, one of Forbes Top 25 Networking Experts, and MG100 Coach, is the author of four books including the internationally known, The 11 Laws of Likability, and also the book, The Connectors Advantage. Michelle is a connection creator and CEO of Executive Essentials, which provides customized communications and leadership programs for fortune 500, non-profit, university and government clients. A former finance executive and NYU Professor, Michelle is a regular in the media appearing on NBC, CBS, Fox, NPR, the Wall Street Journal, NY Times, CNBC, and others. Michelle is known for helping people work better together and advance their individual impact.   In this podcast for managers, Audrey, Lee and Michelle discuss:   ·      The 11 Laws of Likability ·      Michelle's definition of credibility and trustworthiness ·      What to do before, during and after a networking contact to install likability and boost your relationship networking ·      Definition of the Law of Energy and how to access productive personal energy to position a better mindset to have an effective conversation ·      Introverts vs. Extroverts and how to maximize connectiveness based on which one of these you are.   "Tapping into likability doesn't mean making everything all perky and bright and constantly being happy. In some ways it's just the opposite.”– Michelle Tillis Lederman   Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Michelle Tillis Lederman  https://michelletillislederman.com/   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Teresa Mitrovic is the founder of ORO Collective, as well as a consultant, coach, course creator and author specializing in performance, psychological safety and trust. In her past life as a corporate leader, when the increasing demands of senior leadership clashed with single parenthood, coaching as a leader was the solution. With workloads reset, team cohesion and alignment gained, performance improved and profit tripled. She has lived and worked internationally, delivering keynotes and workshops to clients large and small and authored the book ‘The Currency of Connection - how trust transforms life, relationships and work'. Now based in Melbourne, Australia with her husband and dog, she works internationally - and virtually - coaching top executives from companies like Barclays, Hasbro, Disney, and Accenture.  In this podcast for managers, Audrey, Lee and Teresa discuss:   ·      Why leaders should care about psychological safety and high trust environments? ·      How to create trust that neutralizes workplace relationship tension ·      Psychological safety and its role in employee retention ·      Why you should ditch competitive reward programs   "Many leaders are not willing to embrace the changes that would help them retain their talent. The problem isn't that managers don't understand what their employees need; they don't see how they can keep performance high while accommodating employee demands. However, this is a false dichotomy and both can be achieved to drive performance while retaining talent.”– Teresa Mitrovic  Build Credibility and Effective Leadership with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Teresa Mitrovic https://www.orocollective.space/ https://twitter.com/teresamitrovic https://www.facebook.com/orocollectiveteam https://www.linkedin.com/company/oro-collective/  Teresa has created a special offer for your audience, which will be live at https://www.orocollective.space/managesmarter. Your listeners can access some free resources and also get $50 USD off either the "30 Day Team Reset" course or the "The Performance Partnership Playbook"  Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.   Episode 161,  Top 3 Reasons new prospects don't want to meet with us.   I was having a conversation with a sales executive, and they shared that they were trying to connect with a prospect they were targeting. I asked them to walk me through how many attempts they had made to connect. We reviewed was the account a good fit for our product and services? The answer was yes. They went on to share that they left a voicemail, emailed, and sent industry trend research but still no response.     I shared that connecting with a new prospect takes about eight attempts. Many of you listening may be experiencing the same and having challenges getting that prospect to call you back. Did you ever wonder why prospects don't want to meet with you?   I recently read a sales blog by Anthony Iannarino that was a great reminder as to why a client may be resistant to a meeting that has nothing to do with you. The first step is that we must uncover why they don't want to meet with us and create strategies to change their mind.   Here are the top three common reasons why prospects refuse to meet with us and some recommendations to help you stand out and show value in meeting with you.   Unprepared for change One factor causing prospects to refuse meetings could be that the buyer and their company aren't ready to make a change. They may be happy with their current vendor. Most people do not like change! It takes time and energy to make changes. Change can be scary, especially during times of uncertainty. The past several years have shown us.     But a change can improve their results in many cases, but that doesn't make it any less scary," he explains. Anthony shared, "Some of it stems from the increasingly challenging internal process for any change initiative."   You can ease these concerns by acknowledging the difficulty of change and showing empathy. Showcasing compassion sets you apart from sellers who aren't as understanding. Nurture a relationship immediately with this dialogue, which will help put the prospect at ease.    No need for a salesperson Another reason prospects refuse meetings is that they believe they don't need assistance from a seller. This is rooted in the trend of decision-makers "consumerizing" B2B sales. As Iannarino writes, "Rather than risk allowing another salesperson into their office and their life, these stakeholders decide to go it alone: researching companies on the internet, mistaking information for insight, and overvaluing facts where experience and good counsel are needed."    SalesFuel's research supports this; our  Voice of the Buyer survey  found that 40% of B2B buyers attempt to solve a problem/meet a goal with current resources before seeking assistance from a vendor.   To overcome this challenge, be prepared with research or something of value you can give to the client. It could be something that will save them time, create a better process or solve their most significant business needs. You are making the pathway to answering why meeting with you is so important.    Bad experiences.  We all have bad experiences, whether it's a restaurant where the food or service was average. You have a terrible experience with a company or service provider. Let's face it; our clients have bad experiences with other vendors.    Our prospects hold on to those experiences with salespeople, which may be why prospects refuse meetings with anyone new. Those situations present a big challenge for us. While you can't erase their past experiences,  you "can make certain that every interaction you have with a prospect provides such a good experience that they will open to a conversation or  schedule time on their calendar for you."   Credibility is vital to show the prospect that you are a sales professional who engages in buyer-first selling and best practices; you must show that you are different from everyone else. SalesFuel offers plenty of tips for establishing credibility, from establishing social proof to weaving valuable research into your conversation.  Remember No, means not yet. When prospects refuse meetings, don't give up. You can create many reasons that meeting with you will be a valuable and insightful experience worth their time. Remember,  "Your number one initiative should be increasing your effectiveness as the person guiding your prospective client through the process of exploring change, pursuing better results, and delivering new and better outcomes."   Just as Winston Churchill famously said, " Never give up, never ever give up." If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.   Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com. 

In the cutthroat world of tech, Neil Day is a battle-tested veteran. With 40+ years of experience in the industry, he's led technology teams at Walmart.com, Shutterfly, Blue Bottle Coffee, and more. Now he's fighting a new battle as CTO of R-Zero, the first company built from the ground up to tackle the transmission of pathogens in the COVID-19 era. In this podcast for managers, Audrey, Lee and Neil discuss:   ·      Differences managing at a startup vs. a large tech company ·      Balancing learning quickly and getting to market ·      How tech must support sales so they have max credibility in go to market strategy ·      Leadership who “fly to close to the sun” and mix ego with the brand launch  "One mistakes startups make is overinvesting in platform too early. You just don't know what your final product is going to look like." – Neil Day  Build Credibility and Effective Leadership with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Neil Day https://rzero.com/ https://twitter.com/RZeroSystems https://www.linkedin.com/in/neil-day-121444/ https://www.facebook.com/rzerosystems  #sales #startups #managers #leaders #salescredibility Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/        Learn more about your ad choices. Visit megaphone.fm/adchoices

Chandler Bolt is an investor, the CEO of Self-Publishing School & SelfPublishing.com, Forbes 30 Under 30, and the author of 7 bestselling books including his most recent book titled “Published.”. Self Publishing School is an INC 5000 company the last 3 years in a row as one of the 5,000 fastest-growing private companies in the US.  In this podcast for managers, Audrey, Lee and Chandler discuss:   ·      How to find the “why” of writing a book and how to pick your topic ·      How to leverage your book to grow your business ·      Best practices on book length ·      4 P's of a best-selling book ·      Pain pills vs. negativity strategy BOOK SPECIAL FOR OUR LISTENERS: Get Chandler's “Published” book free! First 50 people to sign up get a free book at this link. PUBLISHEDBOOK.COM/SMARTER  "When it comes to writing, marketing, and publishing a book, the first step to take is discovering your purpose for beginning the journey in the first place." – Chandler Bolt   Build Credibility and Effective Leadership with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Chandler Bolt self-publishingschool.com  SelfPublishing.com twitter.com/self_pub_school https://www.linkedin.com/in/chandlerbolt/ linkedin.com/company/self-publishing-school https://www.facebook.com/chandler.bolt1   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Joining us today is Jeff Risley, the Chief Growth Officer at Saxum. With 30 years of experience in marketing, business development, strategy, consulting, sales, organizational growth, and relationship building, combined with the drive to create a better world, Jeff is here to help you make some meaningful change in your business when it comes to sales credibility and marketing. In this podcast for managers, Audrey, Lee and Jeff discuss:   ·      How marketing can help boost sales ·      Why sales professionals need to behave more like doctors than salespeople ·      Tips on keeping up with the changing marketing landscapes ·      How he guides clients to producing business results that are for the greater good-Purpose Driven Business ·      How to create a common language with your team to encourage greater emotional intelligence in the workplace.  "The #1 mistake managers and leaders make is not being emotionally intelligent. We have for so long rewarded thinking intelligences -- hard skills. But leadership and management are about people, and people are emotional beings. The more managers and leaders learn how to be more self aware and relate to people with empathy, active listening and the right amount of support and challenge, the better they will be at getting the best out of people." - Jeff Risley  Build Credibility and Effective Leadership with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Jeff Risley https://bold.saxum.com/esg https://bold.saxum.com/revenuemarketing https://www.linkedin.com/in/jeffhrisley/ https://twitter.com/risleyranch   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Michael “Buzz” Buzinski is a life-long entrepreneur, a digital marketing thought leader, an author, and the Chief Marketing Officer of Buzzworthy Integrated Marketing.. He has worked with over 1200 service-centric businesses and helped their digital marketing deliver more predictable and profitable clients through their website. Using the Rule of 26, Michael can double any business's website revenue. Michael's sole mission is to help entrepreneurs avoid the time drain and frustration of managing profitable digital marketing campaigns and reduce the prevalence of entrepreneurial poverty across the country.   In this podcast for managers, Audrey, Lee and Michael discuss:   ·      Rule of 26 definition and strategy to boost traffic, sales and conversion rates ·      Junk traffic and how to filter it out ·      Recommended messaging to keep traffic and increase conversions ·      Best positioning for service businesses to appeal to clients and how to find your niche to appeal to prospects ·      Calculating the average value per client ·      Make digital marketing S.I.M.P.L.E. (Streamline, Identify, Market Research, Plan, Launch, and Evaluate) ·      Michael's sole mission is to help entrepreneurs avoid the time drain and frustration of managing profitable digital marketing. “The biggest marketing mistake service-centric business managers and leaders make is not firing unprofitable clients so they can focus on attracting more profitable clients. Most times, they do this because of restricted cash flow. What they don't realize is that their cash flow problems are a result of servicing unprofitable clientele.” – Michael Buzinski Build Credibility and Effective Leadership with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Michael Buzinski https://buzzworthy.biz/ https://www.linkedin.com/in/MichaelBuzinski/ https://www.facebook.com/urBuzzworthy https://www.instagram.com/BuzzworthyMarketing/   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/                Learn more about your ad choices. Visit megaphone.fm/adchoices

Welcome to the Use Case Podcast, episode 213. Today we have Lee from SalesFuel about the use case or business case for why his customers use SalesFuel. 

Jonathan Brill is our guest---he helps leaders turn disruption into opportunity as a speaker and advisor. He is the author of ROGUE WAVE: Future-Proof Your Business to Survive and Profit From Radical Change. He was previously the Global Futurist at HP. His companies have developed over 350 products for organizations like Samsung, Microsoft and the US Government. He creates intellectual content for TED, HBR, Fast Company, Bloomberg and many other organizations. In this podcast for managers, Audrey, Lee and Jonathan discuss how to ride changes into the future with confidence, leadership, credibility and clarity. They also discuss:   ·       4 Major techniques for knowing about the future, no matter what field you're in ·       Definition of Rogue Wave and how to reset expectations to successfully ride it out ·       More accurate ways to predict the future right or wrong given current information ·       Future of labor shortages, automation ·       Salespeople job changes in the future and what to expect ·       Cryptocurrency predictions “We are focused on compound growth when we should be focused on compound volatility, on rogue waves. When we recognize that the world is becoming more volatile and that change is the primary cause of fortune and failure, it opens up new opportunities for resilience and growth." –Jonathan Brill BOOK: Rogue Waves: Future-Proof Your Business to Survive and Profit From Radical Change, McGraw-Hill, 2021 https://www.jonathanbrill.com/roguewaves Build Credibility and Effective Leadership with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Jonathan Brill jonathanbrill.com https://twitter.com/jonathanbrill https://www.linkedin.com/in/jonathanbrill1   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith     Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Carol Kaemmerer took what seemed like shockingly bad news, and turned it into an amazing opportunity. After a surprise downsizing in the Fortune 500 company she served as a consultant, Carol found that her 20 years of marketing communications experience there provided a perfect set up for helping professionals build their online brand. LinkedIn, she recognized, is an integral part of that brand-building. But many brilliant leaders, are unable to articulate their brand effectively on LinkedIn, and that was a weak link in their online reputation. Since 2011, Carol has focused her communications expertise on helping C-suite executives and senior leaders use LinkedIn powerfully, creating positioning and messaging that reflects their business passion with authenticity. Her book, LinkedIn for the Savvy Executive, was originally published in 2016; the book was revised and published in its Second Edition in January 2021. Carol is a professional member of the National Speakers Association, Certified Virtual Presenter, and Advisor to the C-Suite Network. In this podcast for managers and C-Suite leaders, Audrey, Lee and Carol discuss how to build sales, credibility and effective leadership on LinkedIn including:  ·       Most common mistakes most leaders make on LinkedIn ·       LinkedIn etiquette mistakes and best practices ·       Common settings mistakes that can damage your LI credibility ·       Behavioral checklist for positive changes to your LinkedIn profile OFFER 10% OFF ON CAROL'S BOOK AND LINKEDIN COURSE FOR OUR LISTENERS: Order on her website carolkaemmerer.com  Enter a code SPECIAL to get your discount!  “Leaders often forget their ONLINE PRESENCE is one of the most important ways that people find out about them. They leave their LinkedIn profile in it's most skeletal form. This is so unfortunate, because with the right LinkedIn text, the seeds of know, like and trust can be sprouting already, before that first on-screen or in-person meeting." –Carol Kaemmerer Build Credibility and Effective Leadership with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Carol Kaemmerer https://www.carolkaemmerer.com/ https://www.linkedin.com/in/carolkaemmerer/ https://www.youtube.com/carolkaemmerer   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Michael Tanner is a leadership veteran and expert in building credibility and effective leadership. He has more than 28 years of highly engaged and practical experience. His company is called Credible Leaders and you can find it at credibleleaders.com. Through successful leadership positions of increasing scope, ranging from the U.S. Marine Corps infantry to C-suite executive, Michael is constantly increasing his knowledge and experience as a leadership practitioner. Michael earned a bachelor's degree in computer science and a master's degree in leadership. He prides himself on leveraging his unique combination of education, skills, and experience to harness the greatness within his clients and unleash the possibilities of their leadership potential. Michael believes that leadership should positively impact lives, not just business results. He is dedicated to be the servant leadership coach that equips all leaders to impact the lives of those they lead. In this podcast for managers, Audrey, Lee and Michael discuss how to build credibility and effective leadership including:  ·       Why leadership should positively impact lives, not just revenue ·       Why credibility is the foundation of leadership ·       The Leadership Equation and its 4 variables ·       How to increase your competency in leadership effectiveness and practice “The #1 mistake most managers make is Ineffective methods of measuring leadership effectiveness. Improvement in leadership effectiveness is nearly impossible without appropriate measurements." –Michael Tanner Build Credibility and Effective Leadership with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Michael Tanner  CredibleLeaders.com Twitter: @mtanner42 LinkedIn Profile: https://www.linkedin.com/in/1tanner/ LinkedIn Company Page: https://www.linkedin.com/company/credibleleader/ Facebook Profile: https://www.facebook.com/michaeltanner42/ Facebook Company Page: https://www.facebook.com/CredibleLeaders    Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Jennifer Mackin is a ForbesBooks author of Leaders Deserve Better: A Leadership Development Revolution, and a leader of two consulting firms – CEO of Oliver Group, Inc. and President and Partner of Leadership Pipeline Institute US. As an author and speaker with over 25 years of consulting experience, she is a recognized leadership development influencer, having worked with CEOs, human resources managers, leadership development leaders, entrepreneurs, and other senior leaders in all industries. She earned her BS in marketing from Indiana University and her MBA from Owen School of Management at Vanderbilt University In this podcast for managers, Audrey, Lee and Jennifer discuss how to create a leadership development revolution, including:  ·       The lack of a pipeline of emerging leaders in the workplace ·       The damage lack of preparation of younger leaders can cause nationwide ·       How senior leaders should be involved and aligned in professional development of leaders of long-term business planning ·       The 4 most common ways leaders miss out on developing their people   “There's a slow moving crisis taking over the corporate world— companies are run by ill-prepared leaders. It is jeopardizing the livelihoods of all team members, causing emotional and psychological turmoil, and destabilizing an otherwise productive workforce; A world of leaders that don't put people first." –Jennifer Mackin Sales Manage Smarter with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Jennifer Mackin   FREE ASSESSMENT ON jennifermackin.com   https://www.linkedin.com/in/jenniferolivermackin/ https://www.facebook.com/jennifer.mackin.18   https://twitter.com/TheOliverGroup   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Denise Cooper is the Founder and CEO of Remarkable Leadership Lessons, a company founded over 10 years ago to assist C-suite, senior-level business leaders, and managers in raising their game as contributors to profitability. She earned an MBA from Washington University in St. Louis MO, a Coaching Certification from North Carolina State University, and studied under Judith Glaser to earn the distinguished designation as a Certified Conversational Intelligence (C-IQ) Coach. Able to draw on over 25 years working inside corporations of all sizes, union companies, government offices and agencies, Denise shares her experiences in her thought book, Remarkable Leadership Lessons: Change Results One Conversation at a time. It's designed to let you see the power and potential within you, and if you show up, step up, and speak up, you can get the results you really want. Denise serves as an Executive Coach and Keynote Speaker, with a proven process for grooming diverse candidates for succession through one-on-one customized coaching, professional assessments, time-proven case studies.   In this podcast for managers, Audrey, Lee and Denise discuss Better C-Suite Conversations, including:  ·       Emerging leaders how to show up when you show up ·       How to be the C-Suite level and be your authentic self in the job ·       Conversation anxiety most C-Suite level leaders have and how to fix it ·       Assumptions you should avoid making in trying to improve conversations   “Listeners will learn how to ask the right questions to the right people, that will help them build relationships and achieve the results they desire." –Denise Cooper Sales Manage Smarter with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Denise Cooper  http://www.linkedin.com/in/denisecooper http://www.rllessons.com/    Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

After taking all continuing COVID effects into consideration, BIA estimates $173.3 billion in total local advertising this year. That is a $17.8 billion increase from 2021. So, who's spending these ad dollars? Get a CEO perspective on local advertising in this podcast. BIA's CEO Tom Buono, and SalesFuel's CEO C. Lee Smith, discuss their expectations for the Finance, Retail and Automotive verticals. Each has strong implications for 2022, while also being the top spenders in the PC/Laptop media channel. According to BIA estimates, PC/Laptop* is projected to experience a tremendous growth rate of 11.8 percent through 2026 making it an important channel to monitor. (Note: This discussion is a continuation of the kickoff webinar for the 2022 Winning Local Media Sales series both firms are hosting together this year. Stay tuned for upcoming webinars on www.bia.com.)* PC/Laptop includes all revenues generated by online companies selling locally targeted advertisements to be displayed on a PC/laptop.

Leslie Short is the Founder of The Cavu Group and author of Expand Beyond Your Current Culture. She has an accomplished background that includes running marketing and PR for FUBU, serving as Corporate Operating Strategist for blueprint + co., and starting several successful international businesses. Leslie has been developing multi-cultural/mosaic marketing and programming as far back as 1998, and in her book, Expand Beyond Your Current Culture, she offers tips on how to think differently about diversity and inclusion to achieve a sustainable, diverse and inclusive workplace. She is also a fellow podcaster with her show name, Visibility Unlimited...and you can see the video version of that on her YouTube channel The Cavu Group. Today's discussion is on Diversity and Inclusion in the Workplace and international business. In this podcast for managers who are interested in Diversity and Inclusion in the Workplace, Audrey, Lee and Leslie discuss:  ·       Why a long-term DEI implementation is necessary ·       Why DEI is not a standalone program and needs to be part of the foundation of your company ·       How to create a culture of inclusion ·       Leadership skills and mentorship goals and strategies   “Managers & leaders do not understand their own strengths and weakness and with not understanding themselves they don't ask the "WHY" of those they work with and just assume they know the why." –Leslie Short Manage Smarter with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Leslie Short   www.thecavugroup.com   http://twitter.com/TheCavuGroup   http://www.linkedin.com/in/LeslieShort http://facebook.com/TheCavuGroup   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

When it comes to change – it's a world filled with armies of consulting graduates sitting in dimly-lit rooms retroactively justifying why the latest ‘transformational' initiative went ahead. The industry has over-complicated it. From obtuse jargon to untold reams of paperwork. It's just become too hard, too confusing, too segregated and too academic.  The thing is – You don't have time for that. No change leader does. Change is hard enough without all that added complexity. Brendon is converting others to a radical new idea…Keep it simple. Brendon Baker established the Valuable Change Co. with one central mission in mind: to Help Change Leaders Drive Real Value, but on his way found his secondary mission: Fight Unnecessary Complexity. Where change isn't about delivering on-time or on-budget, but rather actually getting what you're looking for out of it. Brendon is based on the rural outskirts of Canberra, Australia, has a degree in Business Management and is the father of two young girls . In this podcast for managers, Audrey, Lee and Brendon discuss:  ·       Definition of Change Leadership ·       What is Valuable Change and how do you create it? ·       Building a Strong Change Core ·       How we build and protect change momentum and leverage connection to create influence   “Valuable Change does. It provides you with what you need to set the best possible course for your change. You will soon be ramping up the return on your projects, turning outcomes into reality, generating untold momentum, and eliminating fluffy paper claims." –Brendon Baker Sales Manage Smarter with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Brendon Baker www.valuablechange.com https://www.linkedin.com/in/brendon-baker-valuablechange/ https://www.facebook.com/ValuableChangeCo   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Wynn Godbold is an independent certified John Maxwell Leadership speaker, trainer and coach. She owns a training and development company named Bee Sharp and is the founder of the I'm Possible Lifestyle. Wynn helps business leaders turn goals that feel impossible into reality. She shared with us, the very word impossible says, I'm Possible.   In this podcast for managers, Audrey, Lee and Wynn discuss:  ·       Definition of the I'm Possible lifestyle ·       Implementation of the Universal Success Laws ·       The subconcious mind's role in your leadership journey   “Think about your life as the puzzle you're putting together. The thing is the picture that you're trying to complete is actually the picture of yourself in your life that lives in your subconscious mind." –Wynn Godbold Sales Manage Smarter with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Wynn Godbold www.beesharp.us training/coaching www.wynngodbold.com speaking https://www.facebook.com/wynngodboldspeaker/ https://www.linkedin.com/in/wynngodbold/   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

There is a common misconception that being good at sales necessitates aggressive closing or finding ways to effectively bring in clients Think again! Author and sales trainer Jim Doyle explains how the best sellers have a commitment to their customers that goes way beyond being customer focused. Servant Heart Sellers, as he calls them, are obsessed with making sure the products they sell make a difference for their customers, not just closing the deal. This commitment changes everything about their sales approach. Selling with a Servant Heart outlines ten lessons that ultimately lead to greater joy in sales while also increasing income. For the new salesperson, the experienced veteran, or anyone in between, the lessons of Servant Heart Selling have something salespeople across industries can draw from. More success. More customer loyalty. More joy in what you do. That's what can happen to your sales career when you start selling with a Servant Heart. Jim was the founder of Jim Doyle & Associates, now known as JDA media, a sales consulting firm in the television industry.   In this podcast for managers, Audrey, Lee and Jim discuss:  ·       Several of the 10 lessons on Servant Heart Sales ·       How to measure ROI from this approach ·       Tangible examples on language used Servant Heart technique “When you commit to serving customers as a Servant Heart Seller, you'll find more success, greater customer loyalty, and far less churn. And you'll have a lot more fun, too." –Jim Doyle Sales Manage Smarter with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Jim Doyle  www.servantsellingbook.com https://www.linkedin.com/in/tvjimdoyle/ https://www.facebook.com/TVJimDoyle   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

SalesFuel's Founder and CEO C. Lee Smith joins BIA's Rick Ducey to discuss highlights from the 11th State of Media Sales survey of about 400 media sales reps and media sales managers including broadcast TV, cable, radio, newspaper, magazines, direct response and those how have more than half of their revenue from digital sources. Key points in the discussion include revenue trends; sales management perspectives on challenges and opportunities leading sales teams; and a view from on the ground media sellers.

Charles Bailes IV is a 4th generation family member and a top executive running a 9-figure family-owned business. As VP of Human Resources and Internal Distribution of ABC Fine Wine & Spirits, he oversees 126 stores in Florida and over 1,600 employees. He is a husband, a dad of 3, an executive, an entrepreneur, a CrossFitter, a health nut and a lover of going to bed at 8PM – all in that order. He loves meeting new people and having meaningful conversations. His main goal is to inspire others to act to help themselves. He's passionate about sharing his knowledge and expertise on running a family business, crisis management, succession planning  In this podcast for managers, Audrey, Lee and Charlie discuss:  ·       How sales managers can grow and scale up with Charlie's best practices ·       Sales in retail sector and how to manage sales in that space ·       Challenges of Managing family businesses ·       What he looks for in a sales manager and sales reps   “Money does not grow on trees. If somebody wants to see the financials we show it to them and we are going to put classes together in our online learning system that explain what growth profit is." –Charlie Bailes Sales Manage Smarter with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Charlie Bailes charliebailes.com Twitter: @cebailes   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Today's guest, Gregory Silva, is the Director of Operations for three drug and alcohol treatment centers in Southern California; Living Longer Recovery, Gravity Treatment Centers and New Spirit Treatment Center in Southern California. Gregory began his career in the marketing industry, but after his best friend passed away from an overdose in 2012, he felt called to help others suffering from addiction. He embarked on a new career in substance abuse treatment and is now passionate about helping people change their lives for the better by demystifying the paths to treatment.  In this podcast for managers, Audrey, Lee and Gregory:  ·      How managers can recognize signs of addiction in employees ·      How to have a conversation to inquire about addiction with employees ·      Treatment for employees vs. releasing them ·      Benefits considerations to help employees with addictions  “How do you make someone understand that they need help? There's a lot of companies that drug test and a good percentage will fail the drug test and that's obviously an indication there. Another way is people are either late to work or don't show up or don't call in and that may be a new pattern you didn't see before." –Gregory Silva Sales Manage Smarter with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Gregory Silva http://www.livinglongerrecovery.com/ https://www.gravitytreatmentcenters.com/ gregorys.gravity@gmail.com 833-244-5900 24-hour hotline   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Dr. Bob Nelson is a management and motivation business author of over 30 books that have collectively sold over 5 million copies. He is president of Nelson Motivation Inc., has presented on six continents and worked with 80 percent of the Fortune 500 companies. One of his titles we are most interested in talking about today is 1,001 Ways to Engage Employees: Help People Do Better What They Do Best.    In this episode, Audrey, Lee and Dr. Bob:  ·      Expectations of the current workforce for recognition ·      New techniques to discover better, more personalized check-ins and recognition ·      Ways to be more responsive and more engaged with your employees ·      Techniques to boost employee productivity via future professional development   “Providing workers with recognition and respect can make a world of difference in getting the best efforts out of them, keeping them and helping you develop a reputation for treating employees in a way that helps attract talent to work for you and your organization." –Dr. Bob Nelson Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Dr. Bob Nelson www.drbobnelson.com www.linkedin.com/in/drbobnelson   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Deborah Coviello is the Founder of Illumination Partners and the host of The Drop In CEO podcast. For more than twenty years, she has been transforming businesses from within, elevating the talents of their organizations to new performance levels. Her experience has taught her to put tremendous value on people, whom she considers as the heart of every business. When hiring a consultant, Deborah Coviello knows that the primary goal will always be a resolution to a problem. As The Drop In CEO Deborah provides her clients with 25+ years worth of experience and strategy in Quality and Operational Excellence roles combined with her 20 years in the Flavors and Fragrance industry, to identify, assess, and solve the issues that are preventing their business growth. Certified as Lean and Six Sigma Blackbelt in Process Improvement, she has also developed significant leadership insight that “People'' are your greatest tool in your toolbox. In order to deliver on her promise of offering “peace of mind,” she focuses on utilizing the talents of her client's team and elevating them to new levels of performance, setting them up to better serve their organization.  In this episode, Audrey, Lee and Deborah:  Why your peace of mind is critical for the success of you and your organization ·      The real reason you're feeling off track… and no, it has nothing to do with your expertise! ·      Challenging you CEO mindset and how to become a “high-performer” ·      Silent leaders—What are they and how they offer superb leadership in different ways   “A recent study showed nearly 60% of leaders feel depleted at the end of day. This feeling is a key indicator of burnout and makes it difficult to lead and inspire others. If you've ever experienced that restless exhaustion, you know why CEOs are among the most likely candidates for experiencing job frustration and burnout." –Deborah Coviello  Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Deborah Coviello https://www.linkedin.com/in/deborahacoviello/ https://www.facebook.com/IlluminationPartnersLLC   Twitter: DropinCEO   https://dropinceo.com/   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Hannah Grady Williams's story began in a blue pickup truck when her father handed 12-year-old Hannah the phone and asked her to close a deal on an investment property. After this unexpected introduction to the world of entrepreneurship, she found herself thrust into a climate of innovation, challenge, and opportunity, and she enrolled in college at age 14 and graduated with a degree in international business at age 18. Now, as a 23-year old Gen Z'r, she has consulted businesses from start-ups to Fortune 500 companies and is on a mission to help leaders leverage Gen Z talent as a competitive advantage and build #RadicalEmpathy in the workplace.  In this episode, Audrey, Lee and Hannah:  ·      Definition of “Radical Empathy” ·      Managing Expectations of Gen Z workforce ·      Understanding the positive aspects of Gen Z upbringing, technology knowledge and economics ·      How to mentor a Gen Z employee ·      Differences between Gen X, Millennials and Gen Z  “Gen Z is more diverse, entrepreneurially driven and technologically savvy than any other generation. Companies must adapt or risk becoming extinct in the next 15 years." –Hannah Grady Williams Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Hannah Grady Williams www.hannahgwilliams.com Twitter: @Hannah_OVRTURE https://www.linkedin.com/in/hannah-williams-experience-consultant/  Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Today's guest, Emily Morgan, is an entrepreneur with an innate heart for helping others. As the leader of Delegate Solutions, she and her team help business owners and entrepreneurs find more freedom and elevate their time using proven delegation strategies. She's been featured in Forbes as a Top 50 Remote Employer, contributed articles to the Huffington Post, and highlighted in the NY Times.   In this episode, Audrey, Lee and Emily:  ·      Top mistakes leaders make in delegating ·      Delegate Freedom System—What it is and how to use it ·      How to identify what to delegate—Tips and process to narrow that down ·      5 bottleneck behaviors of entrepreneurs ·      What leaders find it so hard to delegate delegatesolutions.com/smarter ELEVATION SUCCESS SCORECARD is on the website “The biggest mistake leaders make is that their first step to being a great delegator is being clear on how they want to spend their time. The rest flows from there." –Emily Morgan  Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Emily Morgan Elevation Quarter: https://info.delegatesolutions.com/elevationquarter E-Workbook: https://info.delegatesolutions.com/resources/elevation-freedom-guide Our Service: https://www.delegatesolutions.com/services       Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

This year, BIA and SalesFuel have partnered to produce a monthly Digital Event Series that track the digital ad spend by important verticals. In this podcast BIA's CEO Tom Buono is joined by SalesFuel CEO C. Lee Smith to review key takeaways from the verticals covered in the first half of the year (i.e., Home Services, Restaurants, Tier 3 Auto, Realtors, Hotels and Museums, Lawyers & Accountants and many more.)As Tom and Lee will discuss, most verticals still have a heavy reliance on traditional media, with spend mostly going to direct mail, TV OTA and Radio OTA. But there are strong shifts to other key media like mobile, over-the-top (OTT), and online all while consumers are looking more to areas like podcasts, digital coupons, online social posts to find out about services and products. 

In partnership with SalesFuel this year, BIA is conducting a monthly Local Digital Event Series covering key verticals of interest to advertisers and marketers. In this episode of Leading Local Insights, we offer an excerpt from the March webinar covering Road Trips. It features Celine Matthiessen, VP of Insights and Analysis, who examines traditional and digital ad spend around verticals (i.e., hotels and motels, museums, historical sites, gambling facilities, and motor vehicle dealers) that will be spending dollars to lure people back on the road this year. Want to know more about our upcoming Local Digital Event Series?  Find the full line up here: https://bit.ly/2021DigitalSeries.

In partnership with SalesFuel this year, BIA is conducting a monthly Local Digital Event Series covering key verticals of interest to advertisers and marketers. In this episode of Leading Local Insights, we offer an excerpt from the February webinar covering the super vertical Home Services. It features Celine Matthiessen, VP of Insights and Analysis, who examines traditional and digital ad spend for four important Home Services sub-verticals: Lawn & Garden, Plumbers & HVAC, Flooring, and Other Building Services.Want to know more about our upcoming Local Digital Event Series?  Find the full line up here: https://bit.ly/2021DigitalSeries.

Everyone in sales has a "credibility factor", and in this episode, you'll hear from the man who literally wrote the book on how to develop more of it! C. Lee Smith is the President and CEO of SalesFuel, and also the author of the new book SalesCred: How Buyers Qualify Sellers, Smith reveals his Five-Layer Framework for developing deeper credibility in sports and entertainment sales, as well as his extensive research on which industries have the most credibility, and how individual sales reps can ride the wave of the "Shop Small" movement within their own personal account lists. A "must-listen" episode for any sales professional! Learn more about your ad choices. Visit megaphone.fm/adchoices

One of the biggest choke points in companies is often not the sales reps. It's the sales managers. Frequently, companies take their top sales performers and promote them to manager, without ever giving them the training or tools they need to be great managers. Yet ensuring your managers are enabled to effectively support and coach your sales team is key to a successful organization. So, to help us dig into this topic we're excited to be joined by C. Lee Smith, CEO of SalesFuel. On the latest episode of the B2B Revenue Executive Experience podcast, Lee discussed five issues that need to be addressed for managers to become better coaches and leaders for their sales teams.

Our guest this week is C. Lee Smith, President and CEO of SalesFuel a data-driven sales enablement company.   Lee Smith is a rare breed in today's sales world. He understands the value of analytics while also being finely attuned to the need for intangibles like culture and proper leadership structures. He takes us inside his philosophies on the future of data in making sales and the future of establishing company culture in making sales teams.   Visit SalesFuel today to find out about their data-driven, yet caring consultative approach to leadership, management, sales and marketing.   On today's show… 1:00 - Providing REAL value to your prospect or customer 15:30 - Using data to discover who your customer is is CRITICAL to making more sales. 21:00 - How is data affecting the way people sell? 27:20 - How Lee builds a company culture at SalesFuel that is second to none 31:20 - Building a team: It's not just the bricks, it's the mortar.   *** Follow Jeffrey on twitter and instagram @gitomer Follow Jennifer on twitter and instagram @jeninanyminute   *** Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold