Podcasts about trusted advisors

In Episode 137 of “The Trusted Advisor,” RSPA CEO Jim Roddy discusses how vendors can appropriately manage channel and direct sales with Crystal Harrison, Vice President of Channel & Pre-Sales Solution Architects at Toshiba Global Commerce Solutions, and Tony Roy, President and Co-Founder of software provider Popmenu. Harrison and Roy share their best practice philosophies, strategies, tactics, and communication techniques to effectively work with both their internal sales teams and valued channel partners. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.  The RSPA is North America's largest community of VARs, software providers, vendors, and distributors in the retail, restaurant, grocery, and cannabis verticals. The mission of the RSPA is to accelerate the success of its members in the retail technology ecosystem by providing knowledge and connections. The organization offers member-to-member warm introductions, education, legal advice, industry advocacy, and other services to assist members with becoming and remaining successful. RSPA is most well-known for its signature events, RetailNOW and Inspire, which provide face-to-face learning and networking opportunities. Learn more by visiting www.GoRSPA.org.

In Episode 136 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with Steve Casteel, the President of VAR/ISO Payteva. Among the topics discussed are strategies to build an ownership culture inside your organization, the importance of investing time and money supporting local groups, why pushy sales tactics don't work, and how humility enables leadership growth. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.  The RSPA is North America's largest community of VARs, software providers, vendors, and distributors in the retail, restaurant, grocery, and cannabis verticals. The mission of the RSPA is to accelerate the success of its members in the retail technology ecosystem by providing knowledge and connections. The organization offers member-to-member warm introductions, education, legal advice, industry advocacy, and other services to assist members with becoming and remaining successful. RSPA is most well-known for its signature events, RetailNOW and Inspire, which provide face-to-face learning and networking opportunities. Learn more by visiting www.GoRSPA.org.

#219Finding trustworthy people to work with is probably the biggest challenge facing remote investors of UK Property. Charles H Green is the author of The Trusted Advisor and founder of Trusted Advisors Associates.He has been exploring, researching and advising on TRUST for more than 25 years.Few people on the planet know as much about the topic of trust as Charlie.We discuss:Two sides of trust: Trust involves both being trustworthy and being willing to trust others. You have to focus on both.Reciprocity drives trust: Trust is often reciprocal—when you show trust, others are more likely to trust you in return.Taking risks is necessary: You can't build trust without taking some level of risk. Playing it safe all the time leads nowhere.Transactional relationships hinder deep trust: Approaching interactions as one-off transactions limits the potential for strong, trust-based relationships.Intelligent risk is key: Trusting everyone is naïve, but starting with a default of intelligent trust (and waiting to be disproven) opens more doors.Practical actions matter: Demonstrate transparency and be willing to admit when you don't know the answer—it builds credibility and trust.The Trust Equation: Trustworthiness = (Credibility + Reliability + Intimacy) / Self-Orientation. Intimacy (emotional safety) is the strongest factor.Self-orientation reduces trust: The more you're focused on yourself (nervous, self-absorbed), the less trustworthy you seem.Women and older people appear more trustworthy: Data from Charlie's Trust Quotient (TQ) self-assessment shows women outperform men on intimacy, and trustworthiness increases with age.Listening is crucial: True listening (to make others feel heard, not just to collect info) initiates and strengthens trust.Building trust can be rapid: Trust doesn't necessarily take years—it can be established quickly through genuine, meaningful interactions.Trust-creation process: The key steps are: engaging, listening, framing (posing hypotheses), envisioning, and committing.Institutional vs. personal trust: Institutional trust is “thin” and relies on reputation and track records; personal trust is “thick” and more emotionally nuanced.Testing and mitigating trust: Responsible due diligence is important, but one of the best ways to assess someone's trustworthiness is to trust them first in small ways and see how they respond.This episode is the sequel to #215 Don't Know Who to Trust in UK Property?I'd Like Help With Setting My GoalsExclusive Property Engine discounts (Code: EXPAT)Starter package: 30 day trial instead of the usual 14Pro package  30 day trial, then 3 months 1/2 price Ultimate package launches that will be the same, 1/2 price for 3 monthsLeave a reviewJoin our WhatsApp  group / access  37 Question Due Diligence Checklist / 23 Step Guide to Buying Property at AuctionInstagramKeywordstrust, UK property investing, remote investing, expat investors, finding trustworthy people, The Trusted Advisor, trust equati

Are you losing potential owner leads after the first call? Discover the crucial mistakes property managers make when speaking with potential owner-clients and learn how to transform those conversations into lasting partnerships. Jen Merritt of RentScale joins us to reveal the art and science including specific language cues that build connection, and the follow-up strategies that truly resonate.   Feel the frustration of missed opportunities? Jen shares powerful insights on avoiding the dreaded "show up and throw up" approach and instead, creating genuine rapport. Learn how to earn a prospect's trust and address their specific pain points, turning initial inquiries into committed clients.   Plus, hear an unbelievable story of Jen's extreme dedication to winning over a key owner-client. This episode is packed with actionable advice to help you stop leaving money on the table and start converting more owner leads with authenticity and impact.  RentScale - Helping property management companies grow faster and smarter by mastering the new owner-client acquisition process.   Lead Simple - manage more doors with less stress using LeadSimple   Property Manager Websites - the highest performing property management website in the industry   Rentvine - the property management software you can trust   NARPM Orlando Event: Register here   PMbuild - Marc's education for property managers   Join Marc's new property management Facebook group This podcast is produced by Two Brothers Creative.

In this episode of the Men of Influence Podcast, host Tim Holloway sits down with Dr. Darren Mazepa: a second-generation chiropractor with 30 years of experience, a heart for people, and a story that blends punk rock roots with profound professional wisdom. Darren shares how he went from being a hardcore frontman with a Mohawk to becoming the “village guru” of his hometown, leading a thriving chiropractic practice built on authenticity, love, and alignment.Together, Tim and Darren unpack what it means to build a values-based, people-first business culture, where your team is family and your clients are treated like gold. Darren reveals his journey of learning to prioritize balance over burnout, recounting the pivotal season where personal loss and chronic pain forced him to reevaluate everything. What followed was a decision to restructure his life and practice, hire aligned team members, and create space for family, rest, and personal health.From lessons in leadership and financial freedom, to overcoming fear-based management and healing your relationship with money, this conversation is packed with wisdom for entrepreneurs, doctors, and any man on a mission to lead with integrity and live on purpose.“Treat yourself like you would treat your best friend. Be kind to yourself. Nobody's harder on me than me, and sometimes, we crash not because we're weak, but because we refused to rest.” — Dr. Darren MazepaLearn more about Tim through the following links:FacebookPodcasting group

Mark Cox is the Founder of In the Funnel Sales Coaching and one of the most trusted voices in B2B sales leadership. With over 20 years of experience leading complex sales and building high-performance teams, Mark is on a mission to elevate the sales profession through integrity, process, and repeatable strategies. His no-fluff, practical approach empowers professionals to build trust, close more business, and fall in love with selling again.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Mark Cox, founder of In the Funnel Sales Coaching and author of Learn to Love Selling. Together, they explore what it really takes to build a successful, heart-centered sales career. Mark shares why authenticity matters more than ever and explains how cultivating a growth mindset, lifelong learning, and a consultative approach creates lasting success. Through personal stories and real-world tactics, this conversation equips sales professionals to confidently navigate change and connect more deeply with clients.KEY TAKEAWAYSAuthenticity in Sales – Showing up as your true self builds credibility and trust with clients.Always Be Learning – Growth-minded salespeople thrive by consistently improving their skills and knowledge.Consult, Don't Just Close – Reframe your role from “seller” to “trusted advisor” to deepen value.Reframe the Challenge – Changes in the market are chances to offer fresh solutions.Personalized Outreach Matters – Research and preparation elevate your sales conversations. HIGHLIGHT QUOTES“We have to be learn-it-alls, not know-it-alls.”“Sales is a noble profession, and that's why I'm glad you wrote this book, Learn to Love Selling.”“These just can't be words. If you're going to use ‘trusted advisor,' you have to back it up.”“You may be selling the same product, but the problem is different—and the solution must be reframed.” 

Mein großes Danke geht heute an Oliver Gromnitza, Geschäftsführer der Gromnitza Systemhaus GmbH. Oliver spricht mit mir über den Aufbau seines Geschäftsfeldes Digitalisierung und Dokumentenmanagement neben dem klassischen Systemhausgeschäft. Einige Aussagen von Oliver im Podcast sind: Zur Entwicklung zum Digitalisierungsexperten: „Wir haben faktisch eine zweite Firma gegründet – mit ganz anderen Akteuren und Regeln.“ Zur Positionierung als Trusted Advisor statt Produkthändler: „Wir verkaufen nicht über das Produkt, sondern über den Prozess.“ Zur Übertragbarkeit digitaler Lösungen: „Ob Maschinenbau, NGO oder Spedition – die Prozesse ähneln sich. Wir denken in Use Cases.“ ----------------------- Und hier Links, wenn Ihr mehr über Oliver wissen möchtet: Homepage: https://www.gromnitza.de LinkedIn: https://www.linkedin.com/in/oliver-gromnitza-8b2a30238/ ----------------------- Und mehr von Olaf Kaiser: www.linkedin.com/in/olafkaiser/ www.olaf-kaiser.coach/ www.ubega.de Direkt einen kostenfreien Termin mit Olaf buchen https://bit.ly/allgemeinen-termin-buchen

In this bonus add-on to episode 477 of Relentless Health Value, host Stacey Richter revisits a decade-old conversation with trust expert Charles Green, founder of Trusted Advisor Associates. Green discusses the intricacies of building and maintaining trust in healthcare, emphasizing four key trust principles: client focus, collaboration, long-term relationships, and transparency. The discussion highlights the challenges within the healthcare industry, compounded by conflicts of interest and transactional dynamics. Green underscores the importance of individual actions and leadership in fostering trust, advocating for empathetic listening and genuine curiosity about others as foundational behaviors. === LINKS ===

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Maloney, SVP of Global Sales at Fireblocks. The discussion dives deep into Matt's background in B2B sales, his journey into the world of cryptocurrency, and how Fireblocks is revolutionizing blockchain security. Matt shares insights on the importance of adaptable, coachable sales teams and the application of traditional sales disciplines to new and emerging markets. The conversation also touches on strategic decision-making when entering new markets, the relevance of a strong ideal customer profile, and how foundational sales processes like MEDDPICC contribute to scaling success. The episode concludes with a nod to the influential book 'Inside the Tornado' by Geoffrey Moore and its relevance to Fireblocks' strategy.ADDITIONAL RESOURCESLearn more about Matt Maloney:https://www.linkedin.com/in/matt-maloney-75698/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:13] Matt Maloney's Journey into Crypto[00:02:55] Understanding Fireblocks and Blockchain[00:06:36] The Role of Stablecoins[00:10:28] Security Challenges in Crypto[00:23:18] Adapting Traditional Sales Disciplines to Emerging Markets[00:34:44] Mitigating Risk in Emerging Markets[00:35:07] The Importance of Continuous Development[00:37:11] Building Trust and Credibility[00:38:07] Characteristics of Successful Salespeople[00:39:41] Company Responsibility in Employee Development[00:41:02] Aligning Company Goals with Sales Strategies[00:46:05] Avoiding Shiny Object Syndrome[00:48:36] The Role of Ideal Customer Profiles[00:49:43] Lessons from Mentorship and Experience[00:58:00] The Innovator's JourneyHIGHLIGHT QUOTES"Your job is to figure out hitting the number and making sure you're calibrating your resources, that you hit the number, because that's foundation to our jobs as sales leaders.""If you can be part of a disruptive movement... it could be game-changing.""You need people that are coachable that will take the time to listen and learn about what this market is."

What if your next big client isn't ignoring you—they just don't understand you yet?In this powerful conversation, Greg Chick unpacks the mindset shift that turned his decades of sales rejection into a system of trust, clarity, and sustainable client growth.This isn't just about financial services—it's about the universal moment where we realize: people don't buy because they're not sold... they buy because they're finally clear.If you've ever felt stuck chasing leads, wondering why great conversations aren't converting—this episode will completely reframe how you think about rejection, follow-up, and building real relationships in business.

#271 Kevin Dineen is the founder of Structure and the St. Louis Fitness Conference. He got his start at Equinox before launching his first training space—a modest 150 square foot facility in New York City. From those humble beginnings, Kevin built a multi-location business, trained high-level clients (including celebrities), and relocated to St. Louis, where he continues to serve his local community. In this conversation, we cover: Kevin's journey from trainer to founder Lessons from working with ultra-successful clients How to stand out in fitness through hospitality Becoming a trusted advisor in a noisy industry The communication skill that elevates everything else Connect with Kevin: Coach Kev's IG STL Fitness Conference

Most designers stay stuck delivering “pretty” work… because that's how they've been positioned from day one. But the real opportunity? Repositioning yourself as a strategic partner who drives business outcomes—not just aesthetics.In this episode, we unpack the mindset shift that turns designers into indispensable advisors. We cover how to stop getting typecast as the vendor, and start entering conversations as the expert who can help clients make better decisions, avoid costly mistakes, and move their business forward.You'll learn how to reason from first principles, apply investor-style thinking, and uncover hidden leverage in industries you already serve—so you can charge more for your thinking, not just your time.We also break down how to use simple, low-risk conversations to build intellectual property, create new offers, and reposition yourself in markets that value strategy over surface.If you're ready to stop being seen as “just the designer” and start getting paid like the partner your clients actually need—this episode is your blueprint.Want help building a more profitable design business? Book a 1:1 strategy call here — https://www.profitabledesigner.com/scheduleFollow me on Instagram for daily content, marketing tips, and podcast updates — https://www.instagram.com/profitabledesigner/

Send us a textFrom the moment you meet Julia Duthie, you're struck by her natural optimism and what she calls her "champion hustler" spirit. Behind her success as a bestselling Author, Podcast Host, and Trusted Advisor lies an extraordinary journey that began on "Dogbone Street" - a road nicknamed for its distinctive shape with two roundabouts resembling a dog bone.Growing up in challenging circumstances, Julia essentially raised herself, developing remarkable resourcefulness at a young age. "What do you do when you're 7 with a broken toe and no parents around? How do you handle nits when there's no one to help?" These experiences, chronicled in her memoir "The House on Dogbone Street," taught her to connect with people, find creative solutions, and maintain an unshakeable positive outlook.Music became Julia's escape. Like many children of the 70s and 80s, she'd record the Top 40 charts, carefully editing out advertisements. Her passion evolved into a ten-year musical career, beginning when a kind music shop owner named Guy allowed her to borrow a bass guitar. Julia progressed through bands including The Innocent Bystanders and The Colour Red before being signed as a solo artist.Physical challenges have also shaped Julia's path. After suffering two prolapsed discs in her 20's, doctors told her she'd never play sports again. Working with her physiotherapist Dean, she's defied those limitations and now enjoys pickleball and kayaking, with tennis remaining her ultimate goal. This physical journey mirrors her broader life philosophy of refusing to be defined by limitations.Perhaps most remarkable is Julia's journey toward authentic self-expression. At age 50, through therapy, she embraced her true identity. Despite having a wonderful relationship with her ex-husband (who remains important in her life), Julia had always known at a fundamental level that she was gay. Finding the courage to live authentically led to her current relationship and deep personal fulfillment.Julia's guiding philosophy comes from Carl Jung: "I am not what happened to me. I am what I choose to become." Her advice? "Seek out people that you energetically chime with and that make you feel good. There's 8 billion of us to play with."Discover Julia's podcast "People Are Everything" wherever you get your podcasts, where she explores the 5 people who made her guests who they are today - a perfect reflection of her belief in the transformative power of human connection.Tune in next week for more stories of 'Distinction & Genius' from The Good Listening To Show 'Clearing'. If you would like to be my Guest too then you can find out HOW via the different 'series strands' at 'The Good Listening To Show' website. Show Website: https://www.thegoodlisteningtoshow.com You can email me about the Show: chris@secondcurve.uk Twitter thatchrisgrimes LinkedIn https://www.linkedin.com/in/chris-grimes-actor-broadcaster-facilitator-coach/ FaceBook Group: https://www.facebook.com/groups/842056403204860 Don't forget to SUBSCRIBE & REVIEW wherever you get your Podcasts :) Thanks for listening!

Where does creativity fit into compliance? It can be found in more places than you might expect. Problem-solving, accountability, communication, and connection – they all take creativity. Join Tom Fox and Ronnie Feldman on Creativity and Compliance, part of the award-winning Compliance Podcast Network. Ronnie's company, Learnings and Entertainment, utilizes the entertainment devices people use to consume information in their everyday, non-work lives and applies it to important topics around compliance and ethics. It is not only about being funny. It is about changing the tone of your compliance communications and messaging to make your compliance program, policies, and resources more accessible. In this episode, Tom and Ronnie discuss the evolution of compliance roles from merely cleaning up messes to becoming integral business advisors and coaches. They emphasize the necessity of showcasing value through proactive, positive communication and using creative, engaging methods. They highlight insights from the Global Ethics Summit and delve into the importance of humor, human connection, and innovative compliance training and interaction approaches. The episode points out the importance of transitioning compliance perceptions within organizations and offers practical, cost-effective ways for compliance officers to engage, educate, and support their colleagues. Key highlights: From Cleaning Up Messes to Becoming Advisors The Role of AI in Compliance Advertising Your Role as Advisors Using Humor and Creativity in Compliance Engaging Communication Strategies Low-Cost, High-Impact Compliance Ideas Resources:  Ronnie Ronnie Feldman (LinkedIn) Learnings & Entertainments (LinkedIn)  Ronnie Feldman (Twitter) Learnings & Entertainments (Website) Compliance Confessions – inspired by “Mean Tweets” these 90-second commercials address misconceptions and excuses to promote speak up culture and the E&C team as positive and helpful. E&C Training Jams – a soulful singer banters with ethics & compliance explaining policies, sharing examples and debunking excuses.  Tales from the Hotline – Real speak up-themed stories about workplace behavior gone wrong. Workplace Tonight Show! – E&C meets SNL Weekend Update explaining corporate risk topics and why employees should care. 60-Second Communication & Awareness Shorts – A variety of short, customizable, music and multimedia, quick-hitter “commercials” promoting integrity, compliance, speaking up and the E&C team as helpful advisors and coaches. Custom Live & Digital Programing – Custom creative programming that balances the seriousness of the subject matter with a more engaging delivery. After all, you can't bore people into learning.  Tom Instagram Facebook YouTube Twitter LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Faces of Business, Tobey Wyatt, Executive Advisor at Motherlode Consulting, will share how a trusted advisor can transform a CEO's ability to drive business success, reclaim valuable time, and achieve sustainable growth.    Tobey is a strategic operations expert with experience spanning Fortune 100 companies and high-growth startups. Through her work at Motherlode Consulting, she helps CEOs reduce operational burdens, enhance leadership effectiveness, and implement systems that drive measurable business impact.    With a background as Chief of Staff at Boeing and USAA, Tobey has been instrumental in creating scalable operational strategies, fostering leadership development, and improving business efficiencies. Her expertise in leadership, financial operations, and productivity enhancement has empowered numerous organizations to navigate complex challenges with confidence.    Check out the Blog post here: The Quantifiable Impact of a CEO's Trusted Advisor   Thanks for taking the time to listen today.   Find Damon Pistulka on LinkedIn talking about life & building businesses you can sell or succeed.    Find out more about Damon when he's not working.  @damonpistulka on Instagram, or Damon Pistulka on Facebook.      More information on building businesses you can sell or succeed and the Exit Your Way method on our website   Email us for more information info@exityourway.com 

In Episode 135 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with two startup founders/CEOs: Philip Wegner of TechGrid and Shawn Harris of Coworked. Among the topics discussed are the differences between leading at an established company vs. a startup, how to navigate early-stage turbulence, and how to establish and maintain a “democratic but decisive” leadership style. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.  The RSPA is North America's largest community of VARs, software providers, vendors, and distributors in the retail, restaurant, grocery, and cannabis verticals. The mission of the RSPA is to accelerate the success of its members in the retail technology ecosystem by providing knowledge and connections. The organization offers member-to-member warm introductions, education, legal advice, industry advocacy, and other services to assist members with becoming and remaining successful. RSPA is most well-known for its signature events, RetailNOW and Inspire, which provide face-to-face learning and networking opportunities. Learn more by visiting www.GoRSPA.org. 

Join host Sandy in a powerful conversation with Andrew Tallents, Trusted Advisor, Conscious Leadership Coach, and Author, on the true meaning of Accountability in Leadership. Discover how holding yourself and others accountable builds trust, drives performance, and fosters growth. Whether you're leading a team or leading your life, this episode offers tools to strengthen your self-awareness and impact. Tune in to TALRadio English on Spotify and Apple Podcast, let leadership begin with you.Host : SandyExpert : Andrew Tallents#TALRadioEnglish #LeadershipMatters #Accountability #EmpowerYourself #AndrewTallents #LeadershipDevelopment #SelfCoaching #MotivationalTalk #ConsciousLeadership #GrowthMindset #PodcastEpisode #LeadershipTools #LeadWithIntegrity #TouchALife #TALRadio

Henrik Wenoe and Dr. Joseph Riggio, authors of the international bestseller Satisfaction Selling: How to Become a Trusted Advisor in High-Value Complex Sales and Build … Read more The post Satisfaction Selling: How to Become a Trusted Advisor in High-Value Complex Sales appeared first on Top Entrepreneurs Podcast | Enterprise Podcast Network.

What does it take to build a thriving ag business from scratch—and do it with intentionality every step of the way? In this powerful episode, host Mark Jewell is joined by Wendell Koehn, founder of Top Ag, for a real and relatable conversation on leadership, culture, and what it means to truly serve others in the ag space.Wendell opens up about the early challenges of launching a seed business in a new region, how he almost gave up, and what shifted everything. He shares the philosophies that drive his work, the way he builds culture on a small team, and the deep sense of purpose that fuels his mission to help others succeed. Whether you're a founder, sales leader, or aspiring to lead with greater intention—this is one you'll want to revisit.Key Takeaways:

Send us a textThe most influential leaders aren't just great strategists - they're great storytellers. In this episode, we dive into why storytelling is the essential skill of the 21st century and how you can harness it to increase your influence at work and beyond.Whether you're an individual looking to level up your impact or part of an organization that wants to move people to action, storytelling can be your secret weapon. We've trained dozens of companies to become more effective storytellers - and we're sharing key insights from our training in this episode.If you're ready to unlock the power of story in your work, tune in. Then, take the next step by booking a free consultation to explore a custom storytelling training for your team.Additional ResourcesLearn how to tell powerful stories using Excel and PowerPoint with this courseGet 1:1 Power Presentations Coaching to become a Trusted Advisor in your organizationLearn more about the Pyramid PrincipleLearn how Executive Communication Training could increase your team's influenceConnect With Management Consulted Schedule free 15min consultation with the MC Team. Watch the video version of the podcast on YouTube! Follow us on LinkedIn, Instagram, and TikTok for the latest updates and industry insights! Join an upcoming live event - case interviews demos, expert panels, and more. Email us (team@managementconsulted.com) with questions or feedback.

In this episode of e-Core's Fireside Chat, Dan Teixeira, NA Managing Director at e-Core, welcomes Noelle Mykolenko, CEO of Trusted Advisor Associates, for a deep dive into how to build strong, trust-based relationships that foster influence, leadership, and professional growth.Through real-world examples and practical advice on how to establish trust with clients, Noelle outlines the key milestones in shifting the mindset from being just a subject matter expert to becoming someone clients see as a safe haven—someone who genuinely has their best interests at heart.Chapters:00:35 Introductions03:50 What is a trusted advisor?04:48 Having difficult conversations07:40 The four levels of relationship11:33 From customer service to people service14:41 How intimacy drives trust17:00 The trust equation19:24 The importance on being reliable22:37 Why teams should be predictable, not fast24:30 How to go from subject matter expert to trusted advisor

Are you intentional about who sits at your table of career success?In this thought-provoking episode, host Bernadette Boas dives deep into the essential relationships you need to fuel your career growth and personal transformation. She unpacks why creating a circle of influence—your own “Personal Board of Directors”—isn't just a nice-to-have, but a critical strategy for anyone determined to thrive at any stage of their journey.Challenges Professionals Face:Navigating corporate life or entrepreneurship without the right support systemConfusing the roles of coaches, mentors, advocates, and sponsorsFailing to seek or cultivate key relationships that impact advancement and opportunitiesStruggling to showcase your achievements or take the initiative for your own growthKey Talking Points:Why Relationships Matter: Relationships are central to career and personal success. Bernadette illustrates how they influence opportunities, insights, and your overall trajectory.Roles Defined:Coaches: Focused on performance, accountability, and short-term goal setting. May be internal, external, formal, or informal.Mentors: Offer guidance based on their own experience, helping you navigate processes, people, and decision-making. Typically less structured and ad hoc.Advocates: People within your organization who actively support and promote your accomplishments behind the scenes.Sponsors: Influential leaders invested in your advancement, leveraging their own power to champion your high-visibility projects and opportunities.Board of Directors: A carefully curated mix of all of the above, including those outside your professional sphere (friends, family, community leaders) for holistic advice.Debunking Myths: Coaching isn't just for “troubled” employees—it's a growth catalyst!Cultivating Relationships: Why building, maintaining, and giving back to your network provides career insurance at every level.Bernadette encourages listeners to “shed the bitches”—ditch self-doubt, fear, and hesitancy—to become the powerhouse leader you're meant to be. Whether you're 30 or 65, it's never too late (or early) to build the structures that will skyrocket your career and life.Connect with Bernadette:LinkedIn: @BernadetteBoasInstagram: @balloffirebernadettePodcast updates: Shedding the Corporate Bitch PodcastSHARE, LIKE, and FOLLOW the show on Apple Podcasts, Spotify, and YouTube.Tune in, take notes, and step up—your Power Circle awaits!Support the show

Are you intentional about who sits at your table of career success?In this thought-provoking episode, host Bernadette Boas dives deep into the essential relationships you need to fuel your career growth and personal transformation. She unpacks why creating a circle of influence—your own “Personal Board of Directors”—isn't just a nice-to-have, but a critical strategy for anyone determined to thrive at any stage of their journey.Challenges Professionals Face:Navigating corporate life or entrepreneurship without the right support systemConfusing the roles of coaches, mentors, advocates, and sponsorsFailing to seek or cultivate key relationships that impact advancement and opportunitiesStruggling to showcase your achievements or take the initiative for your own growthKey Talking Points:Why Relationships Matter: Relationships are central to career and personal success. Bernadette illustrates how they influence opportunities, insights, and your overall trajectory.Roles Defined:Coaches: Focused on performance, accountability, and short-term goal setting. May be internal, external, formal, or informal.Mentors: Offer guidance based on their own experience, helping you navigate processes, people, and decision-making. Typically less structured and ad hoc.Advocates: People within your organization who actively support and promote your accomplishments behind the scenes.Sponsors: Influential leaders invested in your advancement, leveraging their own power to champion your high-visibility projects and opportunities.Board of Directors: A carefully curated mix of all of the above, including those outside your professional sphere (friends, family, community leaders) for holistic advice.Debunking Myths: Coaching isn't just for “troubled” employees—it's a growth catalyst!Cultivating Relationships: Why building, maintaining, and giving back to your network provides career insurance at every level.Bernadette encourages listeners to “shed the bitches”—ditch self-doubt, fear, and hesitancy—to become the powerhouse leader you're meant to be. Whether you're 30 or 65, it's never too late (or early) to build the structures that will skyrocket your career and life.Connect with Bernadette:LinkedIn: @BernadetteBoasInstagram: @balloffirebernadettePodcast updates: Shedding the Corporate Bitch PodcastSHARE, LIKE, and FOLLOW the show on Apple Podcasts, Spotify, and YouTube.Tune in, take notes, and step up—your Power Circle awaits!Support the show

Send us a text In this high-impact episode of the Customer Success Playbook, hosts Kevin Metzger and Roman Trebon welcome Mary Schmid, MBA, a communication and leadership expert with a passion for rewiring how we listen. Mary reveals how to shift from surface-level exchanges to trust-building dialogues by embracing her "Conversational Edge" framework. Rather than defaulting to advice-giving, Mary urges professionals to pause and lean into connection-first listening. With a foundation in neuroscience, she explains how we unconsciously drop out of conversations every 12 to 18 seconds—and how to stay tuned in. If you think you're a good listener, this episode might surprise you.Detailed Analysis: This episode flips the script on what it means to be a "trusted advisor." Mary Schmid argues that client relationships are often eroded by a focus on proving expertise instead of demonstrating care. Using brain science as a guide, she introduces the idea that effective listening triggers the brain's trust response. Listeners are walked through a conversational sequence that begins with understanding the situation, moves into exploring the client's thoughts and emotions, and culminates in assessing the impact. The goal? Helping clients feel heard, not herded.Mary deftly explains how traditional expertise-driven dialogue creates power imbalances, pushing clients into defensive, disengaged states. In contrast, her approach taps into the oxytocin-powered trust circuit by creating psychological safety. The episode offers practical examples and humorous insights—including Kevin getting called out for zoning out every few seconds (we're looking at you, Kevin).For business leaders and customer success professionals, Mary provides a vital reminder: real influence stems from emotional connection, not intellectual superiority. When you guide a client into collaborative discovery, rather than corner them with solutions, you spark engagement and build lasting loyalty.Her parting wisdom? Respect begins with listening to connect, not correct.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Today I'm joined by someone that I met over 3 years ago. We connected on LinkedIn and ended up grabbing coffee a few different times. He & I talked a lot about life and business and realized we knew a lot of the same people. St. Louis is a small town at the core where everyone knows everyone. One of the times we met, he had been telling me about a new idea for a business venture that he and his business partner had. It ended up coming to life about a year and a half ago, so it's pretty cool to see this come full circle. My guest today is Clint Overton. He is a Founder & Managing Partner at Boardroom Bullpen & Co-Founder/Partner/COO at Mercury CRM Solutions.Clint's Bio:Professional Services Firm Founder. Executive Operator. Mentor. Salesforce Strategist.Clint Overton is a Trusted Advisor to Startups, Small and Mid Market Businesses offering a Unique Professional Services Platform that delivers the right resources at the right time and the right price. After a long and successful career as an executive professional with 20+ years of Executive Operations Leadership experience specializing in business transformation and delivering operational excellence in companies spanning INC 5000 to Fortune 100, Clint decided to bring his years of experience to help Founders and CEOs achieve their Vision and Goals.

Send us a textConsultants aren't born great presenters - they're trained. And you can be too. In this episode, we break down what truly sets consulting-style presentations apart. You'll learn how to lead with your recommendation (not a list of options), structure your message using the Pyramid Principle, and share insights - not just information. Plus, discover how to turn presentations into two-way conversations that build trust and drive decisions.Whether you're a brand-new consultant or just want to sound like one, this episode will help you show up with clarity, confidence, and impact.Additional ResourcesLearn how to use Excel and PowerPoint like a consultant with this courseGet 1:1 Power Presentations Coaching to become a Trusted Advisor in your organizationLearn how Executive Communication Training could increase your team's influenceJoin Strategy SprintConfirm consulting is right for you - join the Strategy Sprint consulting project (May 17-23); take $200 off until Friday, April 18 at 11:59PM PT Connect With Management Consulted Schedule free 15min consultation with the MC Team. Watch the video version of the podcast on YouTube! Follow us on LinkedIn, Instagram, and TikTok for the latest updates and industry insights! Join an upcoming live event - case interviews demos, expert panels, and more. Email us (team@managementconsulted.com) with questions or feedback.

In Episode 134 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Jim Hilton, Director of Networks and Connectivity at distributor BlueStar. Among the topics discussed are networking and connectivity opportunities for retail and hospitality VARs, what VARs need internally to seize these opportunities, how these technologies generate recurring revenue, and what's around the corner in networking and connectivity. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.  The RSPA is North America's largest community of VARs, software providers, vendors, and distributors in the retail, restaurant, grocery, and cannabis verticals. The mission of the RSPA is to accelerate the success of its members in the retail technology ecosystem by providing knowledge and connections. The organization offers member-to-member warm introductions, education, legal advice, industry advocacy, and other services to assist members with becoming and remaining successful. RSPA is most well-known for its signature events, RetailNOW and Inspire, which provide face-to-face learning and networking opportunities. Learn more by visiting www.GoRSPA.org. 

Join host Sandy in a powerful conversation with Andrew Tallents, Trusted Advisor, Conscious Leadership Coach, and Self-Coaching Expert, as we explore how to establish trust with key stakeholders. Discover practical insights to build authentic connections, strengthen influence, and lead with confidence. Tune in to TALRadio English on Spotify and Apple Podcast and unlock the leadership mindset that inspires lasting trust.Host : SandyExpert : Andrew Tallents#TALRadioEnglish #EmpowerYourself #LeadershipMatters #BuildTrust #StakeholderEngagement #AuthenticLeadership #TrustInBusiness #LeadershipDevelopment #AndrewTallents #PodcastEpisode #SelfCoaching #ConsciousLeadership #EmotionalIntelligence #TouchAlife #TALRadio

TITLE:A Trusted Advisor Sounds the Alarm (ft. Howard Givner | Senior Advisor, Oaklins DeSilva+Phillips | CEO of the Heathcote Advisory GroupGUEST BIO:Howard Givner is a serial entrepreneur and business strategist in the events and ed-tech industries. He's the CEO of Heathcote Advisory and a Senior Advisor at Oaklins DeSilva+Phillips. With three successful business exits and a passion for innovation, Howard advises industry leaders on growth, strategy, and M&A.OPENING QUOTE: “Our ability to get in front of this stuff and not get too caught up in what's happening, but focus on how are we going to react to this and how are we going to prepare our clients for it, I think is what separates order takers from trusted advisors.“SUMMARY:In this episode of No More Bad Events, Scott is joined by one of the top trusted advisors in the industry, Howard Givner. They discuss the challenges currently facing the events industry, describing it as a "perfect storm" of various factors, such as government tariffs, international tensions, and disrupted supply chains. Howard highlights the unpredictability and chaos in the current environment, comparing it to, yet distinctly different from, the disruptions caused by COVID-19.Howard emphasizes the importance for event professionals to focus on demonstrating the ROI of events and being proactive in their approach. He suggests that unpredictability presents an opportunity for event planners to prove their value as trusted advisors, guiding their clients through these challenging times.Throughout the conversation, Howard shares his insights on the impact of current policies, particularly on government-related events and the relationship with Canada. He encourages event professionals to take action by lobbying or ensuring they can effectively articulate the value their events bring.The episode offers a reflective yet practical outlook, suggesting that while challenges abound, they also bring opportunities for innovation and leadership within the industry.HIRE THEM TO SPEAK:Follow Howard Givner: LinkedIn BioFollow Scott Bloom: eSpeakers BioFollow eSpeakers: eSpeakers MarketplaceABOUT NO MORE BAD EVENTS:Brought to you by eSpeakers and hosted by professional emcee, host, and keynote speaker Scott Bloom, No More Bad Events is where you'll hear from some of the top names in the event and speaking industry about what goes on behind the scenes at the world's most perfectly executed conferences, meetings, and more. Get ready to learn the secrets and strategies to help anyone in the event industry reach their goal of putting on nothing less than world-class events. Learn more at nomorebadevents.com.ABOUT THE HOST:A veteran comedian and television personality who has built a reputation as the go-to choice for business humor, Scott has hosted hundreds of events over two decades for big and small organizations alike. Scott has also hosted his own weekly VH1 series and recently co-hosted a national simulcast of the Grammy Awards from the Palace Theater.As the son of a successful salesman, he was exposed to the principles of building a business at an early age. As a comedian, Scott cut his teeth at renowned improv and comedy clubs. As a self-taught student of psychology, he's explored what makes people tick and has written a book (albeit a farce) on how to get through life. He's uniquely positioned to deliver significant notes on connecting people and making business seriously funny. And who doesn't like to laugh? Learn more about Scott: scottbloomconnects.comPRODUCED BY eSpeakers:When the perfect speaker is in front of the right audience, a kind of magic happens where organizations and individuals improve in substantial, long-term ways. eSpeakers exists to make this happen more often. eSpeakers is where the speaking industry does business on the web. Speakers, speaker managers, associations, and bureaus use our tools to organize, promote, and grow successful businesses. Event organizers think of eSpeakers first when they want to hire speakers for their meetings or events.The eSpeakers Marketplace technology lets us and our partner directories help meeting professionals worldwide connect directly with speakers for great engagements. Thousands of successful speakers, trainers, and coaches use eSpeakers to build their businesses and manage their calendars. Thousands of event organizers use our directories every day to find and hire speakers. Our tools are built for speakers, by speakers, to do things that only purpose-built systems can.Learn more at eSpeakers.com.SHOW CREDITS:Scott Bloom: Host | scottbloomconnects.comJoe Heaps: eSpeakers | jheaps@eSpeakers.com

Send us a textRevolutionizing Fleet Management with Azuga: A Conversation with Chris JohnsonIn this episode of 'The Wireless Way,' the host welcomes Chris Johnson, Vice President of Business at Azuga, a Bridgestone company. The discussion delves into how fleet management solutions are transforming business operations and enhancing safety. Chris shares his journey, insights into the evolving telematics industry, and practical applications of advanced fleet tracking technologies. They explore the importance of strategic partnerships, the value of actionable data, and the emotional connections in business relationships. Personal anecdotes highlight the impact of these technologies on both business and personal safety.00:00 Introduction and Recent Successes00:22 Guest Introduction: Chris Johnson from Azuga02:00 Chris Johnson's Background and Career Journey03:46 The Evolution of Fleet Management Technology07:29 The Role of Trusted Advisors in Fleet Management08:40 The State of the Fleet Tracking Industry11:47 Leveraging Technology for Fleet Safety and Efficiency16:26 Engaging with Clients: Questions and Strategies21:50 Emotional Connection in Sales and Marketing24:06 The Importance of IoT in Fleet Management25:40 Challenges and Misconceptions in Fleet Tracking26:27 Target Markets and Ideal Clients30:06 Personal Stories and Real-World Applications35:00 Replacing Existing Solutions39:00 Final Thoughts and Relationship Building42:35 Conclusion and Call to Actionhttps://www.azuga.com/Support the showCheck out my website https://thewirelessway.net/ use the contact button to send request and feedback.

Topics include:  DC update: Latest news from Capitol Hill   Small business environment: Market trends and SMB outlook  Technical update: What you need to know to finish out busy season  Funding freezes and accounting: Implications for financial reporting, especially for not-for-profits     Speakers:   Erik Asgeirsson, President and CEO, CPA.com  Lisa Simpson, VP, Firm Services, AICPA  Mark Peterson, EVP, Advocacy, AICPA Melanie Lauridsen, VP, Tax Policy and Advocacy, AICPA   Tom Groskopf, Technical Director, Center for Plain English Accounting, AICPA  Gene Marks, President, The Marks Group 

In Episode 133 of “The Trusted Advisor,” RSPA CEO Jim Roddy shares his insights on Critical Thinking, both as an important leadership concept as well as the six-step Critical Thinking execution process.  Critical Thinking is the process of determining what you want to accomplish (the outcomes), evaluating what you know, and determining what actions must be taken to achieve that outcome:  Fully understand the philosophy and process of the best practices. Fully understand the situation. Clearly define the desired outcomes – business outcomes and emotional outcomes.  Detail your action plan.  Evaluate your plan.  Develop a contingency plan. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.  The RSPA is North America's largest community of VARs, software providers, vendors, and distributors in the retail, restaurant, and grocery verticals. The mission of the RSPA is to accelerate the success of its members in the retail technology ecosystem by providing knowledge and connections. The organization offers member-to-member warm introductions, education, legal advice, industry advocacy, and other services to assist members with becoming and remaining successful. RSPA is most well-known for its signature events, RetailNOW and Inspire, which provide face-to-face learning and networking opportunities. Learn more by visiting www.GoRSPA.org. 

Dr. Amy D'Aprix, President and Founder of Lifebridge Strategies, talks about bridging the gap between the stages, changes, and events of life transitions, how life and money go hand in hand, using the right “script” in your interactions, the 3 levels of listening, why empathy is everything, and offers a tease of what's to come.Mentioned in this episode:Learn more at LifebridgeStrategies.com. Ask us how you can further deepen your client relationships through our Trusted Advisor of Choice practice elevation program.Lifebridge Strategies

In Episode 132 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with RSPA General Counsel Atty. Jill Miller about the latest developments related to the Corporate Transparency Act.  “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.  The RSPA is North America's largest community of VARs, software providers, vendors, and distributors in the retail, restaurant, and grocery verticals. The mission of the RSPA is to accelerate the success of its members in the retail technology ecosystem by providing knowledge and connections. The organization offers member-to-member warm introductions, education, legal advice, industry advocacy, and other services to assist members with becoming and remaining successful. RSPA is most well-known for its signature events, RetailNOW and Inspire, which provide face-to-face learning and networking opportunities. Learn more by visiting www.GoRSPA.org. 

In a fast-paced world, how do we decide what truly matters? Join host Sandy as she chats with Andrew Tallents, Trusted Advisor, Self-Coaching Expert, Conscious Leadership Coach, Author, and Motivational Speaker, to explore the art of prioritizing for a more purposeful life. Gain insights into conscious leadership and discover tools to focus on what's essential. Tune in to TALRadio English on Spotify and Apple Podcast for a conversation that empowers clarity and intentional living.Host : SandyExpert : Andrew Tallents#TALRadioEnglish #EmpowerYourself #WhatIsEssential #PrioritizeYourLife #ConsciousLeadership #SelfCoaching #MindfulLiving #PurposefulLife #FocusOnWhatMatters #LeadershipInsights #PersonalGrowth #IntentionalLiving #AndrewTallents #TouchALife #TALRadio

Unlock the power of Emotional Intelligence in leadership! In Episode 12 of Empower Yourself, we dive deep into Mastering Emotional Intelligence for Leadership with Andrew Tallents, Trusted Advisor, Self-Coaching Expert, and Conscious Leadership Coach. Join host Sandy for insights on self-awareness, resilience, and leading with impact. Tune in to TALRadio English on Spotify and Apple Podcast and don't miss this transformative session!Host : SandyExpert : Andrew Tallents #TALRadioEnglish #LeadershipSkills #EmotionalIntelligence #SelfCoaching #MindfulLeadership #SuccessMindset #ConsciousLeadership #ExecutiveCoaching #PersonalGrowth #Resilience #InspiringLeaders #EmpowerYourself #AndrewTallents #TouchALife #TALRadio

Steve Georgy, President of Allendale, Inc and Jeremy Doetch discussed how tariffs continue to impact trade and pricing, leading to adjustments in the corn market. An acreage shift is underway as farmers respond to market signals, meanwhile, the cattle industry remains resilient, supported by strong demand. To navigate these complex market dynamics, they emphasized the importance of working with a professional team to make informed and strategic decisions.

In Twelve Step programs, the first step, as I understand it, is recognizing that we are powerless to heal alone.We cannot overcome addiction, trauma, or systemic oppression through sheer willpower or individual effort. Healing, recovery, and meaningful change require connection, support, and systems that foster growth.All true! But we should not make a virtue out of being powerless.Recognizing what is beyond your ability isn't the same as accepting that you are powerless to change. Powerlessness is, in fact, a protective response that disconnects us from our personal power.When we conflate protection with powerlessness, we risk internalizing the very dynamics that keep us trapped in authoritarian systems—whether in families, partnerships, workplaces, faith communities, or governments.Power-over systems create environments where speaking up feels dangerous, where challenging authority risks humiliation or exile. But no matter the system or oppression, we always retain what Right Use of Power methodology calls our personal power. And that's precisely why authoritarian structures work so hard to make us feel otherwise.Owning your personal power in an authoritarian system requires deep, intentional work. And we cannot do it alone.My guest today will introduce you to the types of power in the Right Use of Power framework and help you reconnect with your personal power so that you can stand firm and do hard, scary, necessary things.Dr. Amanda Aguilera currently serves as the Executive Director of the Right Use of Power Institute and a Trusted Advisor at The Ally Co. She has dedicated most of her career to helping people and organizations understand systems, conflict, and social power dynamics to create right relationship and a sense of belonging. She has a knack for making difficult conversations easier, complex ideas more accessible, and resistance more workable. Integrating power, contemplative practices, neurobiology, and restorative practices, she works by finding a balance of head and heart and facilitating the co-creation of strategic maps that lead us forward in a more equitable way.Listen to the full episode to hear:How the Right Use of Power framework gave Amanda language to understand and articulate powerWhy power itself is fundamentally neutralHow Right Use of Power reframes power as a dynamic and not a possessionBreaking down the six types of power from personal to universalWhy direct challenges to status power are so often destabilizing How undeveloped personal power leads people to do harm with their role and status powerWhy we have to become aware of how power exists in our relationshipsHow developing our personal power helps us to participate in the collective power that can actually challenge systemsHow leaders can foster healthy power differential relationshipsLearn more about Dr. Amanda Aguilera:Right Use of Power InstituteInstagram: @rightuseofpowerinstituteLearn more about Rebecca:rebeccaching.comWork With RebeccaThe Unburdened Leader on SubstackSign up for the weekly Unburdened Leader EmailResources:EP 88: Right-Use-of-Power: Navigating Leadership Dynamics with Dr. Cedar BarstowEP 14: Consenting to Grief as a Leadership Practice with Dean Nelson, PhDBreathing Under Water: Spirituality and the Twelve Steps, Richard RohrAll About Love, bell hooksMarie BeechamAlt National Park ServiceFalling Back in Love with Being Human: Letters to Lost Souls, Kai Cheng ThomIndigo Girls - Closer to FinePoseThe Karate Kid Star Wars

In Episode 131 of “The Trusted Advisor,” POS Nation VP of Customer Experience Will Atkinson, BlueStar VP of Marketing Dean Reverman, and RSPA CEO Jim Roddy analyze the 2025 RSPA Retail IT Channel KPI Study. Atkinson, Reverman, and Roddy discuss better-than-expected 2024 revenue numbers, VAR and ISV optimism for 2025, strong profit margins for solution providers, how VARs should counter “MSP Creep,” the long-term future of small resellers, and more.  To download your copy of the 2025 RSPA Retail IT Channel KPI Study, visit: www.GoRSPA.org/blog-2025-rspa-retail-it-channel-kpi-study/ “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.  The RSPA is North America's largest community of VARs, software providers, vendors, and distributors in the retail, restaurant, grocery, and cannabis verticals. The mission of the RSPA is to accelerate the success of its members in the retail technology ecosystem by providing knowledge and connections. The organization offers member-to-member warm introductions, education, legal advice, industry advocacy, and other services to assist members with becoming and remaining successful. RSPA is most well-known for its signature events, RetailNOW and Inspire, which provide face-to-face learning and networking opportunities. Learn more by visiting www.GoRSPA.org. 

We are kicking off our series of March one-shots with Most Trusted Advisors (https://thehorizonmachine.itch.io/most-trusted-advisors), a game about betrayal, intrigue, and scheming! Take a listen as we are joined by guest GM, Taylor Felicity, to help us delve into this wild little game! The Cast: GM, Taylor Felicity - https://beacons.ai/rollforfelicityBasil - https://twitter.com/Kobanya_kanaEric - https://ecrumrine.carrd.co/MoMr. Ray - https://mr-ray.itch.io/===Intro/Outro music by Harris HellerThe QueerXP Patreon: https://www.patreon.com/TheQueerXPThe QueerXP Carrd: https://thequeerxp.carrd.co/The QueerXP Instagram: https://instagram.com/thequeerxp Hosted on Acast. See acast.com/privacy for more information.

Are you a customer experience leader facing roadblocks when trying to get your initiatives approved?   In this episode, Mark delves into the power of trust with Charlie Green, co-author of "The Trusted Advisor," to uncover strategies for breaking through bureaucratic walls and fostering buy-in.   Key discussion points include: The importance of building strong relationships with your leaders and understanding their priorities. Why expediency can backfire and how taking the time to connect with stakeholders can save you time in the long run. The Three Levels of Listening: Learn to listen beyond the facts to uncover the context and emotional meaning behind what others say. The Trust Equation: Discover how credibility, reliability, intimacy, and self-orientation impact your trustworthiness and how to identify areas for improvement. Practical tips for building intimacy and creating a safe space for open communication. The significance of role-modeling trustworthiness as a leader. Tune in to gain valuable insights on cultivating trust, overcoming resistance, and driving meaningful change within your organization.   Bonus: Charlie shares a link to a trust assessment tool that can help you identify opportunities to deepen trustworthiness. Link to TQ Assessment: https://trustsuite.trustedadvisor.com/ Other resources: Building Trust with Key Stakeholders, The Delighted Customers Podcast with Charles H. Green - https://www.empoweredcx.com/podcast/episode/28000408/building-trust-with-key-stakeholders-author-charles-h-green The Trusted Advisor (book) - https://qrcd.org/5RkY The Four Trust Factors (book) - https://qrcd.org/5Rkc The Trust Equation explained - Trust Matters Blog - https://qrcd.org/5Rkn   Meet Charlie: Charles H. Green is an author, speaker and world expert on trust-based relationships and sales in complex businesses. Founder and CEO of Trusted Advisor Associates, he is author of Trust-based Selling, and co-author of The Trusted Advisor and the Trusted Advisor Fieldbook.  He has worked with a wide range of industries and functions globally.  Charles works with complex organizations to improve trust in sales, internal trust between organizations, and trusted advisor relationships with external clients and customers.  Charles spent 20 years in management consulting. He majored in philosophy (Columbia), and has an MBA (Harvard).   A widely sought-after speaker, he has published articles in Harvard Business Review, Directorship Magazine, Management Consulting News, CPA Journal, American Lawyer, Investments and Wealth Monitor, and Commercial Lending Review.   More about Charlie: https://trustedadvisor.com/consultants/charles-h-green  

Unlock the power of self-coaching to discover your true purpose in Empower Yourself Episode 11 with Andrew Tallents, a Trusted Advisor, Conscious Leadership Coach, and Author. Hosted by Sandy, this insightful conversation will equip you with expert techniques to take charge of your life and career. Tune in to TALRadio English on Spotify and Apple Podcasts for more insightful episodes!Host : SandyExpert : Andrew Tallents #TALRadioEnglish #SelfCoaching #UnlockYourPurpose #PersonalGrowth #LeadershipDevelopment #SuccessMindset #Empowerment #CoachingTechniques #PurposeDriven #MindsetMatters #ConsciousLeadership #TouchALife #TALRadio

‍Ever wonder why some patient interactions just click while others fall flat?In episode two of the Ground Marketing Series, we explore the powerful intersection of human behavior and effective marketing strategies. By tapping into the science of trust and first impressions, you'll learn how to craft genuine connections that resonate. We delve into fundamental principles such as the Trust Formula, where credibility, reliability, intimacy, and minimized self-interest work in harmony to build a strong foundation. Discover why mastering the art of first impressions through nonverbal cues like eye contact and open body language is your key to rapid trust-building.Harness the Reciprocity Principle by understanding the power of giving first to foster a sense of gratitude and trust among potential patients. We'll guide you through using the familiarity effect, social proof, and loss aversion to create compelling marketing strategies that emphasize connection and urgency. Transform your storytelling approach by weaving emotionally resonant narratives that leave lasting impacts. Additionally, learn how small commitments can pave the way for deeper patient engagement, setting the stage for success in practice growth.What You'll Learn in This Episode:Techniques to establish trust with potential patients quickly.The importance of nonverbal communication in making a positive first impression.Tactics for leveraging reciprocity and social proof effectively.How familiarity and repeated brand exposure foster trustworthiness.How to evoke urgency through loss aversion in marketing strategies.Storytelling methods that create emotional connections with patients.The role of small commitments in building long-term patient relationships.Tune in now to boost your ground marketing techniques with proven psychological insights!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍People:Joshua ScottDr. Christopher PhelpsRobert ZajoncP.T. BarnumDaniel KahnemanAmos TverskyRobert Cialdini (Cialdini's Six Principles of Persuasion)Seth Godin "Facts tell, stories sell"‍Books:Influence: The Psychology of PersuasionThe Trusted Advisor‍Marketing Tools/Services:Google AdsStudio 8E8‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: The psychology behind ground marketing. So I hope you enjoyed the overview of ground marketing. Now, this is the psychology behind ground marketing, understanding human behavior and building trust. This is essential to know how to ground market effectively.Now, ground marketing is more than just physically reaching out to potential patients. It's about forming genuine connections that lead to long term trust. Now to master ground marketing, you have to understand the psychological principles that govern human behavior, influence decision making and establish credibility.Now here's some unique and profound and researched back insights into how psychology applies to ground marketing, ensuring a strong and lasting impact. First thing is the trust formula. Now this is the psychological blueprint trust. Equals credibility, plus reliability, plus intimacy and self interest.Okay. That's by Charles H. Green in the Trusted Advisor. Now, the key to effective ground marketing is to maximize credibility, reliability, and intimacy while minimizing perceived self interest. The moment people feel like they're being sold to, they instinctively raise barriers. However, when approached with genuine care, expertise and value, they become open to engagement. Number one, credibility, right? Can they believe what you say? Do you have expertise, professionalism and brand presentation that all matters? Credibility, reliability. Can they count on you to follow through?So showing up consistently fosters subconscious trust. This is why we say, Hey, be consistent with your ground marketing. It proves reliability and three intimacy. Do they feel safe sharing their problems with you? So that means you've got to have empathy and active listening. That's crucial. And then for self interest, if your motives seem profit driven, if you look way too ambitious, people withdraw instead.Frame your marketing as helping rather than selling. So that's number one, the first principle, the trust formula.Two is the science of first impressions. Now, this is amazing. Seven seconds to win or lose trust. That's all you have. Neuroscience suggests that people form impressions within seven seconds of meeting someone. These impressions are 70 to 80 percent emotional. And it's based on nonverbal cues, such as body language, tone of voice, and facial expressions.So keep these things in mind right now. One, eye contact and open body language. Studies show direct contact without staring, don't make it weird, this increases perceived trustworthiness. Open palms signal honesty. kind of like a hug, right? Or you're going in for a handshake. Two is mirroring. Subtly mirroring someone's gestures and speech patterns build subconscious rapport.So if they're like, yeah, you know, I'm not feeling so Mirror that, Oh, you're not feeling so well. Yeah, kind of a thing. Okay. And then three is dopamine and the power of smiling. As you know, people can tell when you're smiling over the phone, right? A genuine smile releases dopamine, increasing positive emotional associations.So how can you apply this? Well, When engaging with potential patients at local events or businesses, right? Your physical presence is just as important as your words. Approach with open energy, a welcoming tone and attentive listening to establish an instant psychological connection. So do those three things, okay?That is the science of first impressions. Number three, this is something we talked about in the first episode. The reciprocity principle. Why giving first works. Christopher Phelps is huge on this. I know that This is a book influence written by Robert Childenny and it's the psychology of persuasion.And he mentions people feel obligated to give back when they receive something of value. So one of the strongest psychological drivers in ground marketing is reciprocity, the social norm that compels people to return a favor. So in marketing, this means. Providing upfront value without expectation, which naturally triggers a desire to reciprocate.Three things on how you can do this. Number one, tangible reciprocity. So like you're giving free samples, exclusive discounts, or helpful resources, right? That's one. Two, social reciprocity. Offering a warm introduction, referring someone to another trusted business or providing helpful advice that builds goodwill and three emotional reciprocity, expressing genuine appreciation and making the interaction about them rather than you fosters deep engagement.So you can apply this like this instead of immediately trying to pitch a service, offer a small unexpected gift or insight. Maybe a dentist at a farmer's market might give away customized smile friendly snack packs while offering oral health tips tailored to the audience, right? Hey, have some snack packs on us for free as you tour the farmer's market.You're doing this principle when you apply that. And so much more, right? So that's the reciprocity principle. Now, number four. the familiarity effect, how repeated exposure builds comfort. This is huge. Okay. There's something called the mere exposure effect. Now, the more someone is exposed to a brand, the more they subconsciously trust it, this psychological principle was first identified by psychologist Robert And he suggests that familiarity breeds likeability and credibility. Now there's three things to this. Number one, repetition, which equals trust, right? People need multiple positive encounters before making a decision. His community presence, repeated appearances at local events, schools, and businesses reinforce familiarity and three consistency in messaging using the same colors, slogans, and branding strengthens brand recall.So that's huge, by the way, don't continue to change a ton of numbers based on I'm using this number to see the ROI. Now we're using this number for mailers and ads to see the ROI. Now we're using this number to see the ROI for Google ads. It's too many numbers. There's no consistency in that, be consistent.Now, when it comes to ground marketing, successful ground marketers maintain a visible, non intrusive presence within their target community, instead of a one time event. Aim for monthly engagements at key locations, ensuring Potential patients feel comfortable seeing and recognizing the brand.this is huge. So if you feel you went to an event and that event was great, fantastic. And you go another time and it was great, fantastic. Continue to show up at this event. So I'm going to give you an example. Let's just say you do an event at a daycare and every month they allow you to go in there and set up a booth and it goes good.Continue to show up to that one. Instead of trying to do a ton of other events. One time only you could do one here and there, but make sure you build a foundation in specific locations, especially if that's where your target demographic is. So that's four. That is the familiarity Five is the social proof. People follow what others endorse. P. T. Barnum says nothing draws a crowd like a crowd. Now humans are wired to follow the lead of others. A concept known as social proof.When people see others endorsing a business, they feel safer engaging with it. Three things you need to do with this. Number one, strategic testimonials. Instead of generic reviews, you story driven testimonials featuring real customer experiences. This is why video testimonials are huge. Video testimonials gone are the days where you write down the testimonial and then put the patient's name and no pictures there or anything.It's just. A word and a random person's name, that's gone. That's dead. Don't do that no more ever again. If that's on your website, take that out I guess the second best thing you can do is picture testimonials, right? Like actually having the patient's face and then the wording, but video testimony, okay. So strategic testimonials, that's number one. Two is live demonstrations, publicly showcasing a positive customer experience creates a ripple effect. So continue to do that. And three is influencer and community partnerships. And we're going to talk about this later on.In a couple episodes, but influencer and community partnerships aligning with local influencers, well known figures, or community leaders enhances credibility. And you can apply this like this. You can encourage happy patients to leave video testimonials at community events. Alternatively, showcase real time transformations right before and after smile previews in public settings to drive curiosity.So show the before and afters, real life testimonials, show the video testimonials, but at the same time, if you're at a huge event you know, some of your patients are going to be there, take advantage of that they're on a dopamine effect right there. Endorphins are running.They're excited to see you. Hey, can you do a video testimonial for us right now? So that is social proof. Number six. Loss aversions. Why people fear missing out.Now, Daniel and Amos, Daniel Kahaneman and Amos Berski, they mentioned people are twice as motivated to avoid losses than to gain equivalent. The principle of loss aversion suggests that people hate missing out more than they love gaining something new. This is why time sensitive offers, exclusivity, and scarcity based promotions work so well in ground marketing.Give me an example. It's a limited time offers, The first 10 signups get free teeth whitening. Watch when you do that, how quickly people will run and sign up. And it's up to you at that point to say, you know what? I'm going to extend it 10 more just for right now, just because of you, I'm going to give you one more free one, right?One more free one. And you can continue to add that and say that to every single person. Everybody can get it. A hundred people can get it right. But you can say, I'm going to give one more free one just for you. They're going to feel extra special. The person signing up. And trust me, they're going to feel extra obligated to show up to that appointment to limited time offers.Second is scarcity effect. We only have 20 appointments slots available this month. Scarcity, right? FOMO, fear of missing out, creating a social momentum, right? Join 200 plus families in our smile club. Things like this encourages action. So create something, the social momentum. And you can apply like this, use subtle urgency when speaking to potential patients.For example, instead of saying we're offering a free consultation, say we have a few free consultations left this month. Would you like to claim one? And you can even get specific, we have three, we have two consultations left this month for free. What's your name and number? So I can put you down, right?Because it's gonna run out. And then watch them put their name and number down. So that is the loss aversion. This you can call it FOMO almost, right? Why people fear missing out. Seven, the power of storytelling. Emotion beats logic. Now you hear Joshua Scott from Studio 88 talk about this quite a bit, So facts tell stories sell. That's by Seth Godin. People don't remember statistics. They remember stories. Ground marketing thrives on relatable, emotionally compelling narratives that make impact. Give you an example before and after patient stories. Share real experiences where treatment changed someone's confidence or life.We know it changes smiles, but how did it change their confidence? How did it change their life? Share that personal journeys. Why did you start your practice? Authenticity breeds connection. Always, if you are a startup, if you haven't opened up yet and you're listening to this right now, please share that in your social media, share that story, share your personal journey.Why did you start your practice? Ask yourself that push record and just riff. Just talk why you started your practice. This is the beginning of your journey. You're going to see a lot of connections happen this way in a lot of new patients. And then three is emotional hooks, right? Use sensory language and patient driven success stories to make your message resonate.I'll give you an example of how you can do this. Instead of simply listing services, tell a short, powerful story at community events. For example, Last year, a mother came to us worried about her son's self confidence due to his teeth. He was being bullied. After Invisalign, he now smiles in every school picture.Look at the before school pictures. Look at the after school pictures. After Invisalign. Look at his confidence. Look how his life is changing. This kid will remember this forever. He will remember what you did forever. You changed his life. That's why we love what we do. And kind of continue with that point on right stories like these create an emotional anchor, making your brand more memorable.So that's the power of storytelling. Eight is the commitment principle. Now these are all principles when I'm mentioning involved in ground marketing, okay, the commitment principle, small yeses. Lead to big yeses. This is so huge. Robert Chiodeni says people who commit to small actions are more likely to commit to larger ones later.By getting people to say yes to a minor request, they become psychologically inclined to say yes to a bigger one.And I'll give you three examples of this, right? Micro commitments, a small step like signing up for a free newsletter makes them more likely to book an appointment. So have that two surveys and engagements. Asking simple questions like, Hey, do you floss daily increases their investment in the conversation.And it doesn't have to be about teeth either. It can be simple questions, open ended questions, right? That you're asking to the patient and then you want them to open up a little bit more, getting them to say yes in those situations or prime them to say yes in bigger situations, especially in real life when you're talking to them.So I like that a lot. And then three is loyalty and follow ups, rewarding small commitments, Give them a welcome kit. Thank you for coming in. Here's your welcome kit, right? Kind of A thing. It builds long term loyalty. And you can apply this like this. Instead of immediately asking people to schedule an appointment, start with low stakes commitments sometimes.Would you like a free smile assessment to see how your teeth could look? Once they engage, they're more likely to take the next step. So that's it. Those are the eight principles involved. In, ground marketing. Now the final thought, trust takes time, but it pays off, right? The psychology behind ground marketing revolves around trust, familiarity, and reciprocity.Now, when you apply these principles strategically, you create a system where people feel comfortable, engaged, and naturally drawn to your brand. The psychology behind ground marketing when it comes to all of this is that you really want to make lasting connections that convert into loyal patients.Every decision, a potential patient makes is influenced by subconscious biases, emotions, and behavioral triggers. Always remember that. I hope this is helpful, now I want to dive into some examples right now on how you can utilize some of these principles from the get go. Right? So number one was the trust formula, right? And we discussed what it meant, Credibility, reliability, personal connection. And then you want to have Less of a perceived self interest, So if you're marketing at a local school event, you know, you're wearing a branded polo display, a well designed clutter free banner, and you simple expert backed messaging, So you can say stuff like, Hey, did you know, 42 percent of kids have cavities by age 11. Let's help your child avoid that, right?If you're doing a specific presentation and parents are there. You want to frame yourself as an expert without feeling like a sales pitch and something like that will help you, but you want to say it in an emotional way, right? From the other things that we, learned from. So that would be more of the credibility.You're establishing yourself credible when it comes to the trust formula. Remember it's credibility, reliability, personal connection. So credibility, that's a good way. Reliability is, Hey, if you partner with a local pediatrician, don't just drop off business cards. Like I've told you, right?Instead. Set a recurring schedule. Dr. Smith, would it help if I came in once a month to answer parents questions about kids dental health? Now, this makes you reliable and on top of mind for referrals. More times out of not, they will say, Yeah, you know, we can create something for the community or we can do that.We can partner up. Reliability. You're building something together. You're seeming reliable. And third is personal connection, right? Now, personal connection, an example of application for this is if a parent at a community event expresses concern about their child's teeth, don't just push a service.Instead, relate personally. Say something like, I totally understand. I have young kids too. I always remind them that brushing is like feeding their teeth good food. Now, this builds emotional trust rather than feeling transactional. You're giving them something they can use when they get home too.And then finally, self interest, An example of this is, instead of saying, we're offering a special on teeth whitening, would you like to book? Say, a lot of people are surprised how much whiter their teeth can get with just one session. I mean, Look at the before and after pictures. Do you want to see a quick before and after preview?For you, we can make that happen, right? This picks curiosity and engagement leading to an easier yes. So these are things you can utilize, especially with the trust formula. Now, when it comes to number two, first impressions are everything. Remember the seven second rule, an example on how you can apply.This is at a local health fair. Don't sit behind a booth looking at your phone. Never ever do that. I can't tell you. And we're going to discuss this in further on how to perform for optimal results at a booth in a later episode. But this is my biggest annoyance when you see someone doing this.Stand up, make eye contact and offer a warm greeting, approach people with a natural question even, You can approach them with, Hey, how's it going? That's a question. But approach people. Have you ever seen what your smile could look like with Invisalign? Let me show you a quick digital preview, right?And then you show them. This makes interactions engaging and welcoming rather than, just pushy. First impressions are everything. Stand up, make eye contact and offer a warm greeting. No. You have to turn it on for those hours. Okay. And like I said, we'll discuss that in a later episode.Reciprocity. Number three, give first and they'll want to give back, right? An example of this is at a local gym, instead of saying, Hey, here's my business card, call us if you need a dentist, say, Hey, would your members find it helpful if we provided free sports mouth cards for youth athletes? For the young ones, If this is one of those type of gyms where they have a sports team and things like that, this works fantastic. They now feel obligated to reciprocate by recommending your practice when you do this. And it happens. Be as involved as you can be. Push the limits when it comes to this. Don't just sponsor something.Don't just make free mouth guards. The name of the game is never convenience in these things, right? Have them go to your practice, have them come to your operatory, get fitted. You know what I mean? Have their families come in because you want their families to become your patients too. There's so much involved in this.And like I say, this is going to be in a later episode as well on how to do this effectively, especially with, want to sponsor like teams and things like that. So number four is the power of, Familiarity. So the more they see you, the more they trust you. An example on how to do this is if you want to create an ongoing partnership, you can say, Hey, we'll be at a local coffee shop every Saturday, offering free coffee for new patients.When you do the coffee shop strategy, which is found in the ground marketing course, you're able to set up at the coffee shop as much as you want. And when you do that, you're able to bring people there as much as you want to, and the coffee shop loves it. And by showing up repeatedly, potential patients become more comfortable with your brand.Now, that's just one thing. Imagine showing up consistently at a gym, consistently at a school, at a senior home, at an apartment, where you feel, hey, I'm going to get a lot of new patients. I saw great results the first event, I'm going to continue to go. Be consistent. You want to be familiar with them. Five was social proof, right?People follow the crowd. Instead of saying, hey, we offer family dentistry services. Say, did you know over a hundred families in this area trust us for their dental care? And this can be written in your marketing material because it leverages social proof and it makes people more likely to consider your practice.Six with scarcity and urgency, people hate missing out. So instead of saying at a school event, we're offering free dental checkups. You can say, Hey, we're only offering 10 free checkup slots for families at this event. I can save you one right now. What's your name and number that creates urgency and drives immediate action.So you can continue to do these things, When it comes to how to apply it, we're going to make specific episodes just for these events, just for these locations, just for these businesses. if you ever wondered. And wanted to know how to get into a school ground market and get the children, the teachers, the staff to come in.We're going to do an episode on that, on gyms, on farmer's markets, on partnerships, on a lot of things, This is it. revealing it all here but if you want to know now and you want the strategies written down and you want the actual real life examples, you want to see me actually call some of these businesses, you want the Excel sheets, you want it all.There's a ground marketing course, and in that ground marketing course, you're, it's like one on one with me, right? And I continue to add to that course as well. And I'm going to put a link to that in the show notes below. Or you can just Google the ground marketing course and see what everybody else is saying about it.Now it's helped their practice as well. hope you enjoy this episode. Feel free to check out the ground marketing course. If you do, I'm excited to see you in there. And the next episode, we're going to be discussing setting up for success, ground marketing foundations, and we'll dive deeper into that.Thank you so much for tuning in and I'll talk to you in the next episode.

Join us for an insightful conversation on Purpose-Driven Leadership: Why Here? with Andrew Tallents, a renowned Trusted Advisor. Hosted by Sandy, this episode explores the essence of conscious leadership and its impact. Tune in to TALRadio English on Spotify and Apple Podcast for valuable insights on leadership, self-coaching, and growth!Host : SandyExpert : Andrew Tallents#TALRadioEnglish #EmpowerYourself #LeadershipMatters #PurposeDriven #SelfCoaching #ConsciousLeadership #MotivationalTalk #ProfessionalGrowth #SuccessMindset #InspiringConversations #AndrewTallents #TouchALife #TALRadio

In Episode 130 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with Steve Martorelli, the Founder and CEO of VAR/ISO Turnkey Processing. Among the topics discussed are how the guiding principle of “Remarkablism” shapes Steve's leadership approach and the organization, how to integrate your core values into day-to-day operations, and the importance of opening yourself to 360-degree feedback.  “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.   The RSPA is North America's largest community of VARs, software providers, vendors, and distributors in the retail, restaurant, grocery, and cannabis verticals. The mission of the RSPA is to accelerate the success of its members in the retail technology ecosystem by providing knowledge and connections. The organization offers member-to-member warm introductions, education, legal advice, industry advocacy, and other services to assist members with becoming and remaining successful. RSPA is most well-known for its signature events, RetailNOW and Inspire, which provide face-to-face learning and networking opportunities. Learn more by visiting www.GoRSPA.org. 

Send us a textIn this compelling episode of the Customer Success Playbook podcast, Mike Sabat, Enterprise Account Executive at Twilio, shares his expertise on effectively incorporating upsells into account reviews. He discusses how the increasing complexity of modern products creates opportunities for account managers to deliver additional value through strategic guidance and optimization recommendations. Mike emphasizes the importance of being a trusted advisor, particularly in consumption-based pricing models, and shares practical examples of how understanding customer usage patterns can lead to cost savings and improved outcomes.Detailed AnalysisThe discussion delves into the evolving landscape of customer success and sales, particularly in complex, consumption-based product environments. Mike Sabat provides valuable insights into how account reviews can serve as natural opportunities for meaningful upsell conversations that benefit both the customer and the vendor.Several key themes emerge from the conversation:Product Complexity as an Opportunity The increasing complexity of modern software solutions, particularly those involving data and multiple use cases, creates a natural need for guided optimization. This complexity provides account managers with opportunities to demonstrate value through expert guidance and strategic recommendations.Consumption-Based Model Dynamics Mike highlights the unique characteristics of consumption-based pricing models, using Twilio's messaging services as an example. In these models, understanding usage patterns and optimization opportunities becomes crucial for both cost management and value maximization.Data-Driven Advisory Approach The episode emphasizes the importance of leveraging usage data and industry insights to provide valuable recommendations. Mike shares how analyzing trends in customer usage patterns can uncover opportunities for optimization and cost savings.Cross-Industry Learning A significant portion of the value comes from sharing relevant experiences across similar customers while maintaining confidentiality. This knowledge transfer helps customers benefit from proven solutions and avoid common pitfalls.Human Element in Customer Success The discussion underscores the continued importance of human interaction in enterprise customer success, even as AI advances. The ability to understand unique customer environments and adapt solutions accordingly remains a crucial human skill.The conversation provides practical examples, including how understanding regulatory changes in messaging services led to cost savings for a healthcare client through number type optimization. This demonstrates how technical knowledge combined with customer understanding can create tangible value.For customer success professionals, the episode offers valuable insights into:Structuring account reviews to naturally incorporate upsell opportunitiesBuilding trusted advisor relationships through expertise and industry knowledgeBalancing customer success with business growth objectivesAdapting strategies for consumption-based pricing modelsPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

In this Brand Story episode, Theresa Lanowitz, recently joined Sean Martin to share valuable insights drawn from LevelBlue's comprehensive 2024 Futures Report, a global study involving over 1,050 executives from C-suite levels across industries. The report offers a unique lens into the critical alignment between innovation, cybersecurity, and resilience. By examining seven key industry verticals—healthcare, retail, finance, manufacturing, transportation, energy, and state/local/higher education—LevelBlue highlights actionable strategies for building a resilient business ecosystem.Cyber Resilience: Beyond TechnologyLanowitz emphasizes that cyber resilience extends far beyond IT and cybersecurity; it represents the organization's ability to withstand and recover from disruptions affecting its entire digital and operational footprint. For instance, industries like manufacturing illustrate how sensors and IoT devices on production lines are now vital to efficiency. A single cyber event disrupting these systems could halt production, leading to cascading impacts. Lanowitz underscores the importance of cross-functional collaboration—between cybersecurity, application development, and operations teams—to ensure systems are brought back online effectively and seamlessly.Innovation vs. Security: A Delicate BalanceOne of the most striking findings from the report is that 73% of organizations prioritize innovation over mitigating risk, and 85% are willing to accept security risks in the pursuit of innovation. This trend spans industries, with examples ranging from healthcare's increased use of robotics in surgeries to transportation companies leveraging AI for optimizing fleet routes. Yet, Lanowitz points out a concerning disconnect: cybersecurity teams are often brought into projects late, treated as an afterthought rather than an integral part of the innovation process. This fragmented approach weakens resilience, leaving organizations vulnerable to threats.The Case for Secure by DesignLanowitz stresses the importance of adopting a “secure by design” approach, where security is integrated from the start. Treating security as a core architectural requirement prevents costly redesigns later and supports operational and performance goals. She draws a parallel between neglecting security during development and building a house without planning for heating or cooling systems—essential but often deprioritized elements.Trusted Advisors and Cybersecurity as a ServiceLanowitz also highlights the growing reliance on cybersecurity-as-a-service (CSaaS) and trusted advisors to bridge gaps in skills and resources. From setting up Security Operations Centers (SOCs) to conducting tabletop exercises and securing IoT networks, organizations increasingly turn to external partners like LevelBlue to fast-track initiatives. By leveraging these advisors, businesses gain industry-specific expertise, enabling tailored and scalable solutions that align security with innovation.Looking Ahead to 2025As LevelBlue prepares for its 2025 research, Lanowitz notes an increased focus on software supply chain security and the convergence of IT and operational technology (OT). These areas, coupled with a deeper exploration of how cybersecurity and business functions must align, will shape the next wave of insights into resilience and innovation.Theresa Lanowitz's expertise and LevelBlue's research underscore that building resilience requires more than just technical fixes—it demands an integrated approach where innovation, security, and business goals coexist seamlessly.Learn more about LevelBlue: https://itspm.ag/levelblue266f6cNote: This story contains promotional content. Learn more.Guest: Theresa Lanowitz, Chief Evangelist of AT&T Cybersecurity / LevelBlue [@LevelBlueCyber]On LinkedIn | https://www.linkedin.com/in/theresalanowitz/ResourcesTo learn more, download the complete findings of the 2024 LevelBlue Futures Report: Cyber Resilience in Retail here:https://itspm.ag/levelbjk57Learn more and catch more stories from LevelBlue: https://www.itspmagazine.com/directory/levelblueLearn more about ITSPmagazine Brand Story Podcasts: https://www.itspmagazine.com/purchase-programsNewsletter Archive: https://www.linkedin.com/newsletters/tune-into-the-latest-podcasts-7109347022809309184/Business Newsletter Signup: https://www.itspmagazine.com/itspmagazine-business-updates-sign-upAre you interested in telling your story?https://www.itspmagazine.com/telling-your-story

In Episode 129 of “The Trusted Advisor,” RSPA CEO Jim Roddy shares insights on the important but often overlooked leadership trait of prudence. Prudence: Don't make reckless choices. Use good judgement. Analyze, compare, calculate, and project. Accurate critical thinking (what's true, what's false, what's relevant). Open-minded. Flexible. Lack of prejudice or bias. Keep things in perspective – don't make mountains out of molehills. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org. The RSPA is North America's largest community of VARs, software providers, vendors, and distributors in the retail, restaurant, grocery, and cannabis verticals. The mission of the RSPA is to accelerate the success of its members in the retail technology ecosystem by providing knowledge and connections. The organization offers member-to-member warm introductions, education, legal advice, industry advocacy, and other services to assist members with becoming and remaining successful. RSPA is most well-known for its signature events, RetailNOW and Inspire, which provide face-to-face learning and networking opportunities. Learn more by visiting www.GoRSPA.org.

Being [at Work] offers a daily dose of leadership focused on helping you, the leader. During challenging times we need all of the encouragement we can get. Sometimes there's simply no playbook and we just need to do the best we can. Sometimes the best we can is being reminded of the gifts and insight you already have within. Be sure to subscribe and get your daily dose.