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Daily 10 Tuesday: How close were the Falcons to losing Arthur Smith to an NFC rival? Plus the Hawks improved in one important area. And I think the Braves have made their decision on Marcell Ozuna. See omnystudio.com/listener for privacy information.

Daily 10 Tuesday: How close were the Falcons to losing Arthur Smith to an NFC rival? Plus the Hawks improved in one important area. And I think the Braves have made their decision on Marcell Ozuna. See omnystudio.com/listener for privacy information.

Daily 10 Tuesday: How close were the Falcons to losing Arthur Smith to an NFC rival? Plus the Hawks improved in one important area. And I think the Braves have made their decision on Marcell Ozuna. See omnystudio.com/listener for privacy information.

In this week's episode, "How ABM is Evolving: New Best Practices and Pitfalls" I talk with Nani Shaffer, Senior Director, Demand Generation & Operations at Demandbase Demandbase is synonymous with account based marketing. They have done a ton over the years to really develop the definition of account based marketing to really set some benchmarks and drive a lot of great thought leadership around it. The concept of ABM has been around now for at least three, four plus years. Demandbase has been involved in this category now for a long time as well. In this episode, I ask Nani: How she has seen ABM evolve? What is ABM here at the beginning of 2020? Can a company's marketing be applied to any target? Do you think for companies that continue to go down this maturity curve  this won't be a separate effort, that this will just evolve into the sort of table stakes of how companies market to their targets? What sales role is in driving effective ABM programs and what does it take to get a sales organization aligned with the marketing efforts to create a truly integrated ABM approach? What are some key lessons you've learned about what it takes to take this great idea and actually land it? (how does it work on Tuesday?) How do you make this not just a campaign but a culture change? What are some things you've learned that are key to making that work? And lots more! Listen in now or read the entire conversation on the Heinz Marketing blog starting Mon. 2/3 6am PST.   Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.     ______________________________________________________________________________ Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

In this week's episode, "How ABM is Evolving: New Best Practices and Pitfalls" I talk with Nani Shaffer, Senior Director, Demand Generation & Operations at Demandbase Demandbase is synonymous with account based marketing. They have done a ton over the years to really develop the definition of account based marketing to really set some benchmarks and drive a lot of great thought leadership around it. The concept of ABM has been around now for at least three, four plus years. Demandbase has been involved in this category now for a long time as well. In this episode, I ask Nani: How she has seen ABM evolve? What is ABM here at the beginning of 2020? Can a company's marketing be applied to any target? Do you think for companies that continue to go down this maturity curve  this won't be a separate effort, that this will just evolve into the sort of table stakes of how companies market to their targets? What sales role is in driving effective ABM programs and what does it take to get a sales organization aligned with the marketing efforts to create a truly integrated ABM approach? What are some key lessons you've learned about what it takes to take this great idea and actually land it? (how does it work on Tuesday?) How do you make this not just a campaign but a culture change? What are some things you've learned that are key to making that work? And lots more! Listen in now or read the entire conversation on the Heinz Marketing blog starting Mon. 2/3 6am PST.   Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.     ______________________________________________________________________________ Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Listen in to hear the latest research and insights from SiriusDecisions Summit 2019 from Chief Sales Officer, Strategies at SiriusDecisions, Phil Harrell.  You can read the full transcript on the Heinz Marketing blog starting Mon. 6/3 at 6 am PST. We talk about the theme of Together... strategically it sounds like a great idea. Operationally, not always so easy. I ask Phil to talk about that difference a little bit. ----more----When we think about sales and marketing and even customer success in a lifetime journey perspective... when you have sales and marketing working together, it's fine to say we have the same objectives but then you have to figure out what does that look like on Tuesday? How do you bridge that gap?   This and a lot more...  

WHEN GRACE MAKES US ANGRYJONAH 4:1-11MATTHEW 5:43-48We need grace just as much as our enemies.I. ABSURD ANGER (4:1-5)A. Grace that Angers (4:1-3; cf. Exodus 34:6, Jeremiah 18:8)B. Stewing in Anger (4:4-5; cf. Genesis 18:22-33, Deuteronomy 16:13-14 )II. PLENTEOUS PITY (134:3)A. Experiencing Pity (4:6-9)B. A Lesson on Pity (4:10-11; cf. Genesis 12:2-3)C. Christ’s Pity (Matthew 5:43-48)D. A Table in the Presence of Enemies (Psalm 23)DISCUSSION STARTERS1. Monday—Why do you think chapter 4 of Jonah is often omitted in the children’s version of Jonah? Discuss Jonah’s anger. Why is Jonah so angry? Does he have the right to be angry? Is Jonah really angry that the LORD is gracious?2. Tuesday—How does the LORD respond to Jonah’s anger? Discuss the difference between Jonah and Abraham as they related to wicked cities.3. Wednesday—What does Jonah do in responding to God’s patience? What is so ironic with Jonah building a booth? What does this say about our own relationship with outsiders?4. Thursday—How does Jonah react when God provided a plant to cover his head? What lesson does the LORD want Jonah to learn with from the parable of the plant? Discuss what Jonah’s despondency says about his theology?5. Friday—What can you learn about yourself from your enemies? Why is it good news that God would set a table in the presence of your enemies?

WHEN GRACE MAKES US ANGRYJONAH 4:1-11MATTHEW 5:43-48We need grace just as much as our enemies.I. ABSURD ANGER (4:1-5)A. Grace that Angers (4:1-3; cf. Exodus 34:6, Jeremiah 18:8)B. Stewing in Anger (4:4-5; cf. Genesis 18:22-33, Deuteronomy 16:13-14 )II. PLENTEOUS PITY (134:3)A. Experiencing Pity (4:6-9)B. A Lesson on Pity (4:10-11; cf. Genesis 12:2-3)C. Christ’s Pity (Matthew 5:43-48)D. A Table in the Presence of Enemies (Psalm 23)DISCUSSION STARTERS1. Monday—Why do you think chapter 4 of Jonah is often omitted in the children’s version of Jonah? Discuss Jonah’s anger. Why is Jonah so angry? Does he have the right to be angry? Is Jonah really angry that the LORD is gracious?2. Tuesday—How does the LORD respond to Jonah’s anger? Discuss the difference between Jonah and Abraham as they related to wicked cities.3. Wednesday—What does Jonah do in responding to God’s patience? What is so ironic with Jonah building a booth? What does this say about our own relationship with outsiders?4. Thursday—How does Jonah react when God provided a plant to cover his head? What lesson does the LORD want Jonah to learn with from the parable of the plant? Discuss what Jonah’s despondency says about his theology?5. Friday—What can you learn about yourself from your enemies? Why is it good news that God would set a table in the presence of your enemies?

Better ThingsEcclesiastes 7:1-14You must be aware of and fight the temptation to self-deception through entertainment and distractions.I. What is Better? (vv. 1-3, 8, 11-12)A. Wisdom’s CharacterB. Wisdom’s Judgments (vv. 1-3, 8)C. Wisdom’s Reason (vv. 11-12)II. The Better God (vv. 1, 8)A. The Cross in the RoadB. The Reward Earned (vv. 1, 8)C. The Reward SharedIII. Wisdom for an Age of FoolishnessA. Prefer a Rebuke (Over Praise) (vv. 4-7)B. Be Patient (Not Proud) (vv. 8-9)C. Enjoy the Good (and Learn from the Hard) (vv. 13-14)D. Keep Death Close (with a Feast) (vv. 2, 4, 10)Discussion Starters1. Monday—What is the difference between how a child and a mature adult judges something to be better? Does God want us to think like children in this area?2. Tuesday—How does Jesus’ life, death, and resurrection teach us that there are more important things than pleasure and that God can use hard times for our good?3. Wednesday—How do we deceive ourselves if we are only around people who praise us? Why is it important to have people in your life who will correct you?4. Thursday—What does it mean that no-one can make straight what God has made crooked? How does God want you to understand good and bad days?5. Friday—Why do you think our society insulates itself from death? Is this good for us? What are something you can do to keep death close?

Better ThingsEcclesiastes 7:1-14You must be aware of and fight the temptation to self-deception through entertainment and distractions.I. What is Better? (vv. 1-3, 8, 11-12)A. Wisdom’s CharacterB. Wisdom’s Judgments (vv. 1-3, 8)C. Wisdom’s Reason (vv. 11-12)II. The Better God (vv. 1, 8)A. The Cross in the RoadB. The Reward Earned (vv. 1, 8)C. The Reward SharedIII. Wisdom for an Age of FoolishnessA. Prefer a Rebuke (Over Praise) (vv. 4-7)B. Be Patient (Not Proud) (vv. 8-9)C. Enjoy the Good (and Learn from the Hard) (vv. 13-14)D. Keep Death Close (with a Feast) (vv. 2, 4, 10)Discussion Starters1. Monday—What is the difference between how a child and a mature adult judges something to be better? Does God want us to think like children in this area?2. Tuesday—How does Jesus’ life, death, and resurrection teach us that there are more important things than pleasure and that God can use hard times for our good?3. Wednesday—How do we deceive ourselves if we are only around people who praise us? Why is it important to have people in your life who will correct you?4. Thursday—What does it mean that no-one can make straight what God has made crooked? How does God want you to understand good and bad days?5. Friday—Why do you think our society insulates itself from death? Is this good for us? What are something you can do to keep death close?

Monday - "I don't have time" vs. "it's not a priority" Tuesday - How to Win with Gary Vee Wednesday - Overcome Activation Energy Thursday - Genuine Gratitude on Thanksgiving Friday - How to Admit when we are Wrong

There are five main distortions in NLP seen in the Meta model. They are:  Mind reading  Cause-and-effect  Lost performative  Complex equivalence  Presuppositions Mind Reading We are all guilty of mind reading I know you are! A mind read is categorised by knowing what someone else is thinking or feeling but without any information to support that thought. Mind reading can come in lots of different forms. One of them which is very common is knowing what a person is thinking or feeling. Another is how others should know how we think and feel. And lastly predicting the future or proper sizing what is going to happen. Whenever you hear mind reading type statements you can begin to ask questions using 'how' and 'what.' Examples: "He wants to ask me out" "You don't give me what I want" "I just know Christmas will be a disaster" "I know that you will want to live in the Cotswolds when you see my house" "You have no idea what is going to happen" Meta model challenges to those statements "How do you know he wants to ask you out?" "What do you want specifically?" "Really? How specifically do you know that?" "How do you know that when I see your house in the Cotswolds I want to live there?" "How do you know that I have no idea what is going to happen?" Possible Reply "Well, he's always nervous when he's around me" "I want to feel like wearing this together" "It's just that December has been a nightmare so far so it will probably continue" "Because I did when I visited a friend here" "Because I think it's going to be worse than you given credit for" Cause and Effect Recognising a cause-and-effect Meta model violation is when you spot and X causes why configurations in the language. so much of our life is in a cause-and-effect format that has a tendency to make connections where there is none. "If you do your homework, then you can stay up late on Friday." "If you pass all of your grades at school, you will get a good job." So in the Meta model for cause and effect, we are looking for violations where someone associates X causes Y. Whenever you spot this cause-and-effect violation it's time to begin asking more questions to find out how specifically do they know that X causes Y? Examples: "My boss makes me angry when he doesn't come in early on Monday" "If my daughter fails her dance exam I will be disappointed" "Going to the gym will wear a body out" "If you drink alcohol you will get dementia" "Getting married made my brother the depressive he is today" Meta Model Challenges "How specifically that his lateness make you angry? What about if he's late on Tuesday?" "How will you disappoint yourself?" "How do you know that to be true? do you know of any gym goers who haven't worn at their body? Just how much Gym does it take to wear out your body?" "How much alcohol specifically? Do you know of anyone who does drink alcohol who hasn't got dementia?  I drink some alcohol are you sure I will get dementia?" "What was it about marrying that made your brother begin to depress himself?" Lost Performative Recognising a lost performative is when you hear a person say something like, "We will end up living on Mars by 2050" or "Only weak people stay in relationships." The structure of a lost performative is an opinion stated as a fact and a value judgement that does not say who had that value. You can begin to challenge lost performative type statements by asking "who says, according to whom and how do you know that?" type of questions. Examples:  "It's good to go to the Gym three times per week" "You need to go on as many training courses as you can" "Reading is relaxing" Meta model Challenges to those statements "Who says it's good to go to the gym three times a week?" "Who says you need to go in as many training courses you can, and how do you know that to be true?" "According to whom?" Possible replies to the challenges "I heard it on a podcast about health" "The person who was teaching me NLP!" "Well, I find reading relaxing!" Complex Equivalence A complex equivalence is very similar to cause-and-effect. Just as we, cause-and-effect is when X  causes Y. And complex equivalence can be recognised by hearing a statement that says X means Y. "The fact that you're reading watching or listening to this means that you'll find something new!" it's amazing how often you will hear people attach meaning to something very different. "The fact that you're changing your job means that you are outgrowing your family" Whenever you hear convex equivalent type statements you can challenge them by asking. "So does X have to always equal Y? Could it mean anything else? Does it always have to mean that?" Examples: "You're not coming to bed the same time as me, you don't love me as much anymore" "Bitcoin value is rising our government isn't going to last" "Samsung are late releasing the new phone, so there's tension growing between North and South Korea." Meta model challenges "How does me staying up to finish watching this documentary mean I don't love you as much?" "How does Bitcoin rising mean our government isn't going to last?" "How does Samsung being late to release their new phone mean there's growing tension between North and South Korea?" Possible replies "I think married couples should always go to bed together to show there is a bond."  "Well, Bitcoin is anti-establishment so I think a rise in its value means a fall in the governments holds." "They've never been late to release a new phone so It's obviously a big political reason." Presuppositions If you've been looking into NLP you have heard the word presupposition quite frequently. A presupposition is simply a part of the statement has to be presupposed to be true in order for that sentence to make sense. We challenge presuppositions to allow us to gain more specific detail and get closer to the truth. Let's look at some working examples of presuppositions in NLP. Examples In court, a judge might say "have you stopped beating your wife?" This statement presupposes that the husband was, in fact, beating his wife. "What's your problem?" This presupposes that a person does have a problem. "Are you not intelligent enough to work this out?"  This statement presupposes that there is something to work out, intelligence is required to work it out. "Enjoy your next burger even more" Presupposes that someone has had a burger and they will have another at some point. Meta model challenges You can use any suitable meta model question to dive more deeply into the intention behind any presupposition. "Your honour, are you suggesting I did want to beat my wife? could there be any other explanation to her bruised arm?" You could answer this provocatively. "Well, what's my problem? Depends on how long you've got!" "My next burger? how do you know of had one in the first place?" with everything, practice makes permanent. To save this and come back to this article many times and really begin to notice these distortions in NLP in other people's language and even yours. Have a play around with some of the Meta model challenges and begin to notice how you're able to really open up a person's map to allow you to understand more richly and more deeply.

Olin Hannum joins us this week to teach us a thing or two about podcast production, zoos, and Gangnam Style. It's fun and informative! At least about those specific topics, and not even zoos much at all, to be honest. Questions for the far future of Tuesday: How would you improve "It's a Small World"? What's the next big meme? (again, we are sorry about that one) And for the farther future of a week from Tuesday: Why did I get kicked out of Space Camp? What's the hot new Olympic sport? Please answer any OR all of these questions in a comment below OR send an email to htdquestions@gmail.com OR comment on our facebook page at facebook.com/htdpodcast OR use whatever communication method you prefer to get your answers to us and we will discuss them on our next episode! If you want updates when we release new episodes, consider signing up for our email list or joining/following our facebook group! Just send a friendly email asking to be on the email list to htdquestions@gmail.com, or visit www.facebook.com/htdpodcast and check us out there! ALSO, CHECK US OUT ON ITUNES AT itunes.apple.com/us/podcast/$100-…cast/id984963581 Music Source: Louis Armstrong - Ain't Misbehavin'