Podcasts about utah david eccles school

What happens when index investing dominates the market? In this episode, we're joined by Davidson Heath, Assistant Professor of Finance at the University of Utah David Eccles School of Business, to explore this question and its surprising answers. Davidson's research dives into the unintended impacts of passive investing, examining how it influences price stability, corporate governance, and even the way we define shareholder responsibility. He unpacks how index funds, while supporting price efficiency, may be weakening governance structures by reducing shareholder oversight, a shift that could have lasting effects on corporate accountability. We also discuss the promise and limitations of socially responsible investing (SRI), as Davidson introduces the term “impact washing” to describe how some SRI funds fail to achieve real change despite their green branding. In a forward-looking segment, Davidson shares insights on the collaboration between AI and human intelligence in finance, giving a reassuring perspective on the future of machine and human co-existence in complex decision-making. This episode is a must-listen for anyone curious about the hidden dynamics of passive investing and the evolving role of technology in finance!   Key Points From This Episode: (0:02:22) Davidson's paper On Index Investing; Why active managers are important to indexing. (0:08:42) Conclusions on how index investing is affecting price efficiency. (0:11:10) The role of shareholders in corporate governance. (0:13:06) How the incentives of index funds to monitor portfolio firms differ from active funds. (0:15:10) Measuring how well index or active funds are monitoring the companies they own. (0:16:54) How the expense ratios of index funds affect their quality of monitoring. (0:18:08) What shareholders can do to monitor and make themselves heard. (0:20:31) How index fund ownership affects other firm-level governance issues. (0:21:30) Recap and takeaways on index funds and the market. (0:25:39) The impact of socially responsible investing (SRI) and how successful they are at selecting firms with better environmental, social, and governance (ESG) characteristics. (0:28:08) Unpacking “impact washing” in SRI funds and its consequences. (0:33:04) Insights on how ETFs are replicating index funds. (0:37:03) The implications of Davidson's findings for index ETF investors and the markets. (0:38:57) Details on Davidson's Cyborg Trading project and how it's using AI to complement human intelligence. (0:42:42) How Davidson defines success: being a part of a worthwhile endeavour.   Links From Today's Episode: Meet with PWL Capital: https://calendly.com/d/3vm-t2j-h3p Rational Reminder on iTunes — https://itunes.apple.com/ca/podcast/the-rational-reminder-podcast/id1426530582. Rational Reminder Website — https://rationalreminder.ca/  Rational Reminder on Instagram — https://www.instagram.com/rationalreminder/ Rational Reminder on X — https://x.com/RationalRemindRational Reminder on TikTok — www.tiktok.com/@rationalreminder Rational Reminder on YouTube — https://www.youtube.com/channel/ Rational Reminder Email — info@rationalreminder.caBenjamin Felix — https://pwlcapital.com/our-team/ Benjamin on X — https://x.com/benjaminwfelix Benjamin on LinkedIn — https://www.linkedin.com/in/benjaminwfelix/ Cameron Passmore — https://pwlcapital.com/our-team/ Cameron on X — https://x.com/CameronPassmore Cameron on LinkedIn — https://www.linkedin.com/in/cameronpassmore/ Mark McGrath on LinkedIn — https://www.linkedin.com/in/markmcgrathcfp/ Mark McGrath on X — https://x.com/MarkMcGrathCFP Davidson Heath — https://davidsontheath.github.io/ Davidson Heath on LinkedIn — https://www.linkedin.com/in/davidson-heath-5a28999a/ Davidson Heath on Google Scholar — https://scholar.google.com/citations?user=Fr-HyLEAAAAJ&hl=en Cyborg — https://www.imdb.com/title/tt0097138/   Papers From Today's Episode:  ‘On Index Investing' — https://dx.doi.org/10.2139/ssrn.3055324 ‘Do Index Funds Monitor?' — https://doi.org/10.1093/rfs/hhab023 ‘Does Socially Responsible Investing Change Firm Behavior?' — https://doi.org/10.1093/rof/rfad002 ‘The Rise of Passive Investing and Active Mutual Fund Skill' — https://dx.doi.org/10.2139/ssrn.4190266 ‘Counterproductive Sustainable Investing: The Impact Elasticity of Brown and Green Firms' — https://dx.doi.org/10.2139/ssrn.4359282

The Work-from-Home Technology Boon and its Consequences (Andra Ghent) Andra Ghent is Professor of Finance at the University of Utah David Eccles School of Business. She is the author of The Work-from-Home Technology Boon and its Consequences, with Morris A. Davis and Jesse Gregory. Appendices: Andra Ghent: the miniseries Show Me a Hero and the book Arbitrary Lines: How Zoning Broke the American City and How to Fix It by Nolan Gray. Also mentioned: Natalia Emanuel & Emma Harrington, Working Remotely? Selection, Treatment, and the Market for Remote Work and Emanuel, Harrington & Amanda Pallais, The Power of Proximity to Coworkers: Training for Tomorrow or Productivity Today? Greg Shill: The Puzzle and Persistence of Biglaw Clustering (summarized in this blog post) Jeff Lin: Growth in Cities, revisited Follow us on the web or on Twitter: @denselyspeaking, @jeffrlin, @greg_shill. On Threads: Jeff is @jeffrlin and Greg is @just_shilling. Producer: Courtney Campbell The views expressed on the show are those of the participants, and do not necessarily represent the views of the Federal Reserve Bank of Philadelphia, the Federal Reserve System, or any of the other institutions with which the hosts or guests are affiliated.

Katie Amundsen, Assistant Dean at the University of Utah - David Eccles School of Business, has a long history of working in higher education. When Katie is not helping manage the Dean's office, she enjoys spending time with her two daughters and husband. Listen in to hear Katie share how curiosity is the guiding force to lifelong learning.

Randy Shumway founded Cicero Group (www.cicerogroup.com) in 2001. It began humbly, with fourpeople working out of Randy's house. Today, Cicero has grown to a highly respected, global managementconsulting firm, rated one of the globe's top 50 overall consulting firms, and one of the five bestconsulting firms in the world to work for, with offices located across the United States.In 2016, Randy was awarded Utah's CEO of the Year and in 2017, Randy was recognized with Utah'sLifetime Accomplishment award.Randy's vision in founding the company was for Cicero to reside at the crossroads of data, strategy, andtransformation, with Cicero helping organizations – both traditional for-profit operations as well as non-profit and educational institutions – make and implement better, evidence-based decisions.During his 21 years at Cicero, Randy has led multiple strategy, transformation and operational excellenceengagements for Fortune 1000 clients as well as non-profits and government entities. His experiencespans such sectors as High Tech, Telecommunications, Life Sciences, Manufacturing, Financial Services,Non-Profit, Government, and Education.Prior to starting Cicero, Randy was an Executive Vice President and Managing Director at Answerthink(Nasdaq: ANSR), a 2,500-person global consulting firm. Before completing graduate school, Randyworked for Bain & Company and Dow Chemical.From 2010 - 2019, Randy served as Economic Advisor to Zions Bank and as an Adjunct Professor ofStrategy at the University of Utah David Eccles School of Business.Today, Randy serves on the University of Utah Board of Trustees and on the State of Utah HomelessBoard. He serves on two corporate boards, a publicly traded software company and a privately heldhospitality company, and multiple state and community volunteer, service-oriented boards. He is aprolific author in the Deseret News and in Forbes regarding effective education and economic publicpolicy.Randy obtained his MBA from Harvard Business School, graduating with highest academic honors(Baker Scholar). He earned bachelor's degrees in Business Management and in Political Science fromBrigham Young University. He speaks Mandarin Chinese, having lived in Taiwan for two years as avolunteer Christian missionary.Randy is married to Maureen Shumway and is the father of five. Maureen has a Bachelor of Science inNursing and a Master of Science in Early Childhood Development. She is a pediatric nurse at PrimaryChildren's Hospital and is currently completing her Doctor of Nurse Practitioner, Pediatrics at theUniversity of Utah. The Shumways live in Salt Lake City, Utah.

Taking a one-sided approach to entrepreneurship and business won't work. The key to success in business is to put different skill sets from your toolbox into play. But how do you apply that in real life when a lot of things happen all at the same time? Are there things that business school didn't teach you?Jay Barney, Presidential Professor of Strategic Management, and Pierre Lassonde Chair of Social Entrepreneurship at the University of Utah David Eccles School of Business unpacks his new novel and textbook, What I Didn't Learn in Business School. He covered the countless factors that affect running a successful strategy from a strategic view on finance to employee management and everything in between. Throughout this episode, he tells us how he studied resource-based strategy theory, how shareholders' perspectives are incorporated into profit allocation, and the importance of investing in long-term partnerships with employees.Episode Quotes:How can firms take advantage of the resource-based theory:“You have to find opportunities to gain access to new resources that are more valuable to you than they are to anyone else. Take advantage when the price of the market doesn't fully reflect the value of those resources.”How do you create genuine economic profits with your shareholders?“The notion that all the firm has to do is maximize returns. The way to do that is by also including other stakeholders, those that provide resources that have the potential for genuine economic profits.”Why do some firms can't maximize human capital?"Many firms have gone away trying to guarantee employment for the employee. Instead of guarantee and employability, firms give you experiences that enhance your general capital, which will make you valuable when you go somewhere else. Think about that. You can't extract economic profits in that general human capital.”On innovation and creativity:“The thing that you're not going to lose, well, what's harder to imitate is vividness, creativity, and ability to work more effectively as a team.”Show Links:Jay Barney's University ProfileResource-based TheoryWhy resource-based theory's model of profit appropriation must incorporate a stakeholder perspectiveTheory of the Firm: Managerial Behavior, Agency Costs, and Ownership StructureOrder Book: What I Didn't Learn in Business School

In this pilot episode of Eccles Business Buzz, we are pleased to have our beloved Dean Taylor Randall. He has led The University of Utah David Eccles School of Business since 2009. Since then he has elevated the school's national reputation as a place of innovation, garnering top 10 entrepreneurship rankings for both undergraduate and graduate programs in addition to numerous other accolades.Dean Randall talks about being the most enthusiastic Utah fan, growing up and around the university as a student here before becoming a faculty member and, eventually, the dean.He shares his experiences as Dean of the Eccles School, working within our community, navigating difficult discussions, and how the school has transformed him into a leader.We discuss the notion of empathy, how our Eccles Alumni rise up to take the message of being an empathetic global citizen to heart, and his future hopes for the community.Episode Quotes:The lesson he learned from leading the Eccles school - "You learn a lot about how you have to rely on good people in your organization. You can't do it all as a leader; you have to pick where you think you can have the most impact and then find individuals that can help you manage through that. I learned to rely on others to give them the freedom they need to operate and to also create a shared vision with them."Empathetic Global Citizenship as one of the key strategic pillars of the school - "As we reflected further on the notion of empathy, we realized that empathy was probably a key. We thought that empathy would be the key to opening up an individual's understanding of different cultures and viewpoints on the same problems. The hope was that would be an enduring quality that our students would need to have. I think that's the beauty of a characteristic or a virtue that's enduring. When a new circumstance arises, you can see how it can be applied and how those same traits can be useful to navigate difficult circumstances."On the changes he hopes to see within the Eccles community - "We are on our rapid path of acts of increasing excellence. And as we become a better school on all metrics, I hope we continue to realize the obligation we have to serve our community and serve the businesses in our community. We want to impact our world because we see great Utahns making a big difference in what they do in their community."Show Links:LinkedInSchool ProfileHit Refresh by Satya NadellaTaylor TalksU Giving Day

This is Derek Miller Speaking on Business. As the coronavirus continues to challenge our state and nation, Leavitt Partners is helping clients address the pressing conditions of today while preparing for the future of the healthcare industry. CEO of Leavitt Partners, Andrew Croshaw, is here to tell us what the company is doing. ANDREW CROSHAW As the impacts of the Coronavirus pandemic reached Utah, Leavitt Partners worked with the University of Utah David Eccles School of Business to develop and launch a multi-week, virtual educational series focused on helping Utah businesses navigate COVID-19. During that same period, we also provided support to the State of Utah to create measures and guidelines to help avoid large scale shutdowns. This support included quarantine guidelines for asymptomatic individuals and households, as well as guidelines for those living with individuals that have symptoms. Leavitt Partners continues to support the Utah Department of Health with innovative approaches to improve the health and wellness of the entire community, including our underserved populations. We understand that COVID-19 is reshaping the healthcare industry, which is why we are working with businesses in Utah and across the country to safely and successfully operate in the new normal. DEREK MILLER Leavitt Partners is a great example of the kinds innovative efforts and engaged teamwork taking place throughout Utah to reduce the impact of COVID-19 on health and financial well-being. More details are available at leavittpartners.com. I'm Derek Miller with the Salt Lake Chamber, and this is Speaking on Business. Originally Aired: November 11, 2020.

The Utah Women and Leadership Project at USU research found that 39% of leadership positions in state government are held by women. Natalie Gochnour, associate dean of the University of Utah David Eccles School of Business and Director of the Kem C. Gardner Policy Institute, joins guest hosts Jason Perry and Morgan Lyon Cotti to discuss why this is significant. Live Mic with Lee Lonsberry airs weekdays from 12:30 to 3 p.m. on KSL NewsRadio in Salt Lake City. Lee spent 4 years working side by side with KSL's Doug Wright. Now, after a stint working for Republican Congressman Rob Bishop Washington D.C., he is back at KSL and has a lot to talk about! Live Mic is driven by current events with an eye on politics, business, education and more. See omnystudio.com/policies/listener for privacy information.

#plugintodevin Show - Devin Thorpe for Congress Guest: Jennifer Dailey-Provost Office Held: Utah House of Representatives Office Sought: Utah House of Representatives Issue: The issue that is helping my community is the coronavirus pandemic. There is a lot of activity from state, government, and business leaders in trying to address the rising public health and economic catastrophes. I want to discuss the fine line between responsible yet nimble, while still being held accountable to effectuate progress. Bio: Jen Dailey-Provost lives in Capitol Hill with her husband Scott and three daughters. She received her bachelor’s degree in business from the University of Utah David Eccles School of Business, and her MBA from Westminster College’s Gore School of Business. She began her career as the Director of Human Resources at Solitude Mountain Resort, but ultimately found professional fulfillment in the non-profit sector. Currently, Jen works to serve HD24 in the Utah House Representative, but is also pursuing her PhD in Public Health at the University of Utah. Her first priority, though is raising her three daughters with her husband. She is the former executive director of the Utah Academy of Family Physicians in Salt Lake City where she managed the business of the 501(c)(6), as well as the UAFP Foundation, a 501(c)(3) that is focused on medical education in underserved areas. Additionally, she served primary care and public health functions as the director of governmental affairs and policy, prioritizing policies like patient access to health care, social determinants of health, air quality, education, and reproductive rights. It was her work in healthcare and public health advocacy that motivated her run to serve in elected office. Jen and her family love the quality of life that Utah offers and take advantage of the incredible access to the outdoors whenever possible. She is most passionate about skiing and running, but Jen also loves to hike, bike, and snowshoe as often as possible. Website: http://jenforutah.com/ Facebook: https://www.facebook.com/jenforutah/ Linkedin: https://www.linkedin.com/in/jenniferdaileyprovost/ #plugintodevin #UtahValues #BoldSolutions #UTpol

What’s the one thing you aren’t doing that you know you need to do? What’s the one thing that frightens you so much that you create excuses to avoid having to do? We all have some task that intimidates and frightens us, that one responsibility that we really ought to be doing, but we just can’t bring ourselves to face it. In this episode of INSIDE Inside Sales, Darryl speaks with the dynamic, influential, and all-around legendary Shari Levitin about courage. Darryl and Shari go in-depth on the topic of courage, sharing stories, and tips of how simply changing your mindset can help you to improve your fearlessness. Learn how to overcome your fears through the power of courage on this episode of INSIDE Inside Sales! About Darryl's Guest: Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, (now translated in 4 languages), a contributor to Forbes, CEO Magazine, Quotable, Inc Magazine, and Huffington Post. Shari has been recognized as one of the: Top 38 Most Dynamic Women in Sales in 2019 by Sales Hacker Top Ten Voices in Sales for LinkedIn 2018 Top 20 global sales experts appearing in the documentary film "The Story of Sales.” (Salesforce) 5 Most Influential Women in Sales (Sales Hacker) Top 35 sales authors for her book, Heart and Sell (Vengreso) Number one Thought Leader of 2019 for Girls Club Top 50 Keynote Speakers (Top Sales World) Best Businesses in 2019 in Park City, Utah Additionally, Shari is a guest lecturer at Harvard Extension Programs, an Advisory Board member of Vengreso, the largest digital transformation company, an advisory board member of the prestigious Sundance Institute and was chosen as the first adjunct professor at the University of Utah David Eccles School of Business to teach a course in sales. Shari, her husband, and son live in Park City, Utah. When she’s not creating killer content and presenting at sales kickoffs, Shari enjoys skiing, rock climbing, reading, and standing on her head. INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

This is the ninth episode of Listen to the Editors, a series of interviews with journal editors to unveil the trends in research for Operations and Supply Chain Management. In this episode, we are interviewing the editor-in-chief for the Academy of Management Review, Jay Barney. I believe it is vital to increase the reach of OM/SCM research to a broader audience. That would attract more students to our Ph.D. programs and keep our vibrant area alive. So I decided to reach a non-OSCM journal to a) make their processes more visible to our community and b) learn how we can appeal to their readers. I also asked some editors from OM/SCM journals to send me questions, and I am immensely indebted with them for their insights. The following is an outline of the interview (on most podcast players, you can click on the timestamp and jump to the point of the audio file): (2:17) Jay reflects on the mission of the AMR (3:45) Jay discusses changes in the mission of the journal over time. (5:03) General information on the journal: issues/year, sections of the journal, papers/year. (6:04) Submission levels (6:36) Acceptance rates of the journal. (7:08) Editorial process. Breakdown of the rejects by stage. Main causes for desk-rejects. (11:31) Distinctive editorial policy for AMR: two rounds of reviews. (14:05) Term of the editor (14:15) Why Jay Barney decided to be the editor-in-chief for AMR (18:35) Why AMR does not have an OM/SCM department or associate editor. (23:15) How do the authors suggest associate editors? (26:07) The main KPI for AMR is time: if the editor or the reviewer takes too long to act, Jay sends them a personal email. (28:55) AMR had 7.3 million downloads in 2018. (30:19) Breakdown of downloads by country. (30:56) Why the diversity of the authors (i.e., non-native English speakers) is increasing in AMR. (31:55) Open calls for papers (34:21) How AMR papers are publicized outside academic audiences. (37:06) How AMR impacts the managerial audience. (41:27) What are phenomenal theories? How different are they from empirical studies. (43:50) Building theories from cases, mathematical models, simulations. (48:10) How to publish interventionist research on AMR (49:29) Questions from editors-in-chief of OM/SCM journals: how can OSCM scholars have an impact on the general management theory. (56:45) It is quite hard interviewing Jay Barney and not talking about RBV... I could not resist. In fact, I was just forwarding Tom’s question... ;-) The host for this show is Iuri Gavronski, Associate Professor for the Graduate Program in Business for the UNISINOS Jesuit University. Listen to the editors is an initiative of the Operations and Supply Chain Management division of the Academy of Management. We post our interviews monthly in our division website. You can discuss any of the topics of this episode using our interactive tool, https://connect.aom.org. Using the discussion section of our site, you can also post suggestions for questions, journal editors you would like to hear from, and requests for clarifications. You can also subscribe to our podcast on Apple Podcasts, Spotify, or with the Podcast Addict app on Android. Websites for the Journal: ========================= http://aom.org/Publications/AMR/Academy-of-Management-Review.aspx http://aom.org/Publications/AMR/tab-content/Read-AMR-Online.aspx http://aom.org/Publications/AMR/Information-for-Contributors.aspx http://aom.org/Publications/AMR/Theory-Building-Resources.aspx http://amr.aom.org/cgi/collection/amr_article_winners_collect http://aom.org/Publications/AMR/From-the-Editor-Essays-on-Writing-Theory.aspx https://aom.org/Publications/AMR/Frequently-Asked-Questions.aspx http://aom.org/uploadedFiles/Publications/AMR/2019_October_STF.pdf Other info: =========== We referenced these papers in the podcast: Barney, J. (2017). Editor’s Comments: Theory Contributions and the AMR Review Process. Academy of Management Review, 43(1), 1-4. doi:10.5465/amr.2017.0540 Barney, J. (2018). Editor’s Comments: Positioning a Theory Paper for Publication. Academy of Management Review, 43(3), 345-348. doi:10.5465/amr.2018.0112 Barney, J. (2018). Why resource-based theory’s model of profit appropriation must incorporate a stakeholder perspective. Strategic Management Journal, 39(13), 3305-3325. doi:10.1002/smj.2949 Meredith, J. R., and Pilkington, A. (2018), Assessing the exchange of knowledge between operations management and other fields: Some challenges and opportunities. Journal of Operations Management, 60: 47-53. doi:10.1016/j.jom.2018.05.004 Editor's Bio: ============= Jay Barney is a Presidential Professor of Strategic Management and the Pierre Lassonde Chair of Social Entrepreneurship at the University of Utah David Eccles School of Business. He previously served as a professor of management and held the Chase Chair for Excellence in Corporate Strategy at the Ohio State University Max M. Fisher College of Business. His research focuses on the relationship between costly-to-copy firm skills and capabilities and sustained competitive advantage. He has also researched the actions entrepreneurs take to form the opportunities they try to exploit. He has served as an officer of both the Business Policy and Strategy Division of the Academy of Management and the Strategic Management Society and has served as an associate editor at the Journal of Management, senior editor for Organization Science, and co-editor at the Strategic Entrepreneurship Journal. His work has been published in numerous leading outlets, including the Strategic Management Journal, the Academy of Management Review, the Academy of Management Journal, Management Science, and is among the most cited work in the fields of strategic management and entrepreneurship. In addition to his teaching and research, he presents executive training programs throughout the U.S. and Europe and consults with firms on large-scale organizational change and strategic analysis. Dr. Jay Barney is an SMS Fellow as well as a fellow of the Academy of Management. He has received honorary doctorate degrees from the University of Lund (Sweden), the Copenhagen Business School, and Universidad Pontificia Comillas (Spain), and has had honorary visiting professor positions in New Zealand, the U.K. and China. Acknowledgements: ================= I want to thank the editors that sent questions for the interview. I hope I had relayed them correctly. Mark Pagell Co-Editor-in-Chief The Journal of Supply Chain Management Why OSCM scholars look to general management for ideas and inspiration, but the reverse does not seem to occur? Subodha Kumar Deputy Editor and Department Editor, Production and Operations Management Journal How can AOM journals reach out to the OM community and vice-versa? Walter Zinn Co-editor-in-chief Journal of Business Logistics Please say hi to him in my name as he used to be at Ohio State for a while when I first got here. Do you foresee that in the near future OM/SCM research might either gain or lose “space” in the general management literature? Why? Tyson Browning Co-editor-in-chief for Journal of Operations Management It might be interesting to ask him what (theories, methods, etc.) the broad management community should be learning from the OSCM community. Thomas J. Goldsby Co-Editor-in-Chief, Journal of Business Logistics 1) What supply chain-related questions would be of interest to the AMR readership? Are there domains of particular intrigue that our community should consider? 2) Jay was instrumental in forwarding the RBV theory of competitive strategy. Clearly, SCM researchers have embraced it in a big way to frame and explain hypothesized relationships in their inquiries. Does he have any suggestions of limits to RBV or aspects of its application that he sees as ill-suited to SCM inquiry? 3) Conversely, how does he see RBV adapting to multi-organizational resource collaboration in SCM -- in other words, do you see SCM areas calling for further exploration and development with RBV application? Background music: ================= “Night & Day” by Dee Yan-Key is licensed under CC-BY-NC-SA http://freemusicarchive.org/music/Dee_Yan-Key/years_and_years_ago/08--Dee_Yan-Key-Night___Day 2019-09-11 - Episode 009

Paul Petersen the host of CRM Radio interviews the wickedly interesting author and Sales Trainer Shari Levitin. They discuss how she got into sales, what she learned along the way, and why many people fail in sales.  More importantly she discusses how people can be winners in sales.  Its all about heart and empathy she says and while these can’t be faked they can be learned. Why it Matters: "If all you do is use sales techniques and tips and don't genuinely care about your customer, you'll fail." ----more---- About  the book Heart and Sell Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry. Discover the 7 Key Motivators that influence every decision your customer will make. Learn to align your sales process with how people buy—instead of fighting against it. Harness the power of the Linking Formula to create true urgency. Master the 10 Universal Truths so you can beat your sales quota without losing your soul. Understand the 6 Core Objections and how you can neutralize them. In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals. About Sheri Levitin Shari Levitin began as a star sales performer in hospitality. In 1996 she founded the Shari Levitin Group to share her proven techniques. Now, she and her team are a global company operating in over 40 countries on 5 continents. The Shari Levitin Group continues to passionately inspire transformative change. Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a contributor to Forbes, CEO Magazine, and Huffington Post. Additionally, Shari was chosen as the first adjunct professor at the University of Utah David Eccles School of Business to teach a course in sales, she’s an Advisory Board member of the Sundance Institute, a designated Women’s Sales Pro, and was featured as an expert in the new Salesforce documentary film “The Story of Sales.” Shari, her husband and son live in Park City, Utah. When she’s not creating killer content, and presenting at sales kick offs, Shari enjoys skiing, rock climbing, reading and standing on her head.   ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.