Podcasts about Versteeg

Want to support us? Use code DISTANCE at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Janji.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ and be sure to select 'podcast' > 'Distance to Empty' on the post purchase "How did you hear about Janji" page. Thank you!Welcome to our Flagstaff Bound series! We'll be hosting this series along with Aravaipa Running in the lead up to the 2025 Cocodona 250.In this episode of Distance to Empty, host Kevin Goldberg and co-host Peter Noyes sit down with Michael Versteeg, the original champion of the Cocodona 250. They discuss the unique experiences of the inaugural race, the evolution of Cocodona over the years, and the challenges of multi-day endurance racing. Versteeg shares his personal connection to the race, the importance of sustainability in ultra running, and what keeps him coming back each year. The conversation also touches on the anticipation for the upcoming race and reflections on the journey of ultra running.

JD gives his thoughts on the Maple Leafs' impressive win over the Senators in the renewed "Battle of Ontario" playoff matchup (00:00). Kris Versteeg, two-time Stanley Cup champion, breaks down the atmosphere at Scotiabank Arena, Toronto's discipline under Craig Berube amidst the animosity, Leafs' efficiency on the power play, Mitch Marner's effectiveness against the Sens, and the impact from the fourth line (06:12). After the break, JD takes a look at some Blue Jays concerns following a weekend series loss against the Mariners (45:12). Luke Fox, Sportsnet NHL writer, joins the show to continue the conversation around the Leafs' Game 1 victory, Sens coach Travis Green's post-game comments, fallout from the Ridly Greig crosscheck on John Tavares, Toronto's advantage on the blue line, and the advantage of experience for the Maple Leafs (51:02). Finally, JD and the producers take a look at “What We Missed” (01:22:29). The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates. 

In this episode, Marcus is joined by Alan Versteeg, a coach and sales performance specialist with years of experience helping companies unlock what's really holding their teams back. Together, they explore 9 critical truths most sales leaders overlook, and the hidden leverage points that can transform your results without overhauling your tech stack or doubling your headcount. What you'll learn: Why your middle managers are your most underused asset, and how to activate them How on-the-job coaching delivers a 72x return when done right The dangerous illusion of control CRMs create, and what to focus on instead How shifting from managing individuals to managing the sales environment changes everything Why asking basic questions like “Why do we prospect?” can unravel deeper issues in your sales process How to identify the handbrakes slowing growth, often hidden in plain sight Why failure is your most powerful tool, if you build the right culture around it The key difference between managing tasks and driving impact And how changing perspective can make the difference between short-term wins and long-term performance If you're a CRO, VP of Sales, or leading a team in a mid-market organisation, this episode is packed with practical, thought-provoking insight you won't get from dashboards or sales playbooks.   Connect on LinkedIn https://www.linkedin.com/in/alanversteeg/ https://www.linkedin.com/in/marcuscauchi/   Get Personal Sales Insights https://bit.ly/NewSellingAptitudeTest   Triage Your Pipleline https://bit.ly/PipelineTriageAudit   Or https://bit.ly/TalkWithUsNow      

As we conclude our series on the Cross this week, we will explore how Jesus leads us in trusting God to surrender what we have, for the sake of the new life that He gives to us and the world. Listen in as Willy shares how the Cross gathers people into a new trust of God.

JD starts the show giving the Maple Leafs props for winning a big game against the Florida Panthers (00:00). Kris Versteeg, two-time Stanley Cup champion, breaks down the importance of Mitch Marner's clutch moment, trending positively at the right time, Bobby McMann's impact on the Leafs' second line, if this the best version of William Nylander, John Tavares aging like wine, the locker room motivation to chase the first seed, and concerns about the third line (8:00). JD then touches on the Blue Jays sweep of the Washington Nationals (44:00), before bringing on Sportsnet hockey analyst, Jason Bukala (50:00). Bukala discusses the pressure on the Leafs, the injury-riddled Panthers, where the Leafs have an edge on the Panthers, special teams margins, and takeaways for the playoffs (1:26:00). The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.

This episode features Alan Versteeg, who has trained over 2,000 sales managers around the world. He joins John Golden to explain how better coaching leads to stronger teams. In just a few minutes, you'll learn: How to create a coaching culture What makes a good sales coach Why asking the right questions matters How to build trust and improve results Sales coaching doesn't have to be hard. Tune in to get easy, real-world tips you can use right away.

Send us a textDid you know that a lake trout's brain actually grows in the winter? That's right-when the water gets cold, these incredible fish devote more energy to their brains, enhancing their cognitive abilities for complex reasoning. This astonishing discovery challenges everything we thought we knew about fish behaviour!In this mind-blowing episode of Doc Talks Fishing, we sit down with fisheries scientist, Evan Versteeg, who discovered that lake trout brains *literally grow larger* in cold water when these cunning predators sharpen their cognitive abilities to outsmart prey and survive in frigid conditions. But when summer rolls around, their brains shrink as energy shifts to other survival needs. It's a stunning adaptation that reveals just how dynamic these fish truly are.Don't miss this mind-blowing deep dive into the science behind one of North America's most iconic fish!

JD reacts to reports of Toronto Maple Leafs star Mitch Marner being approached to waive his no-move clause during trade talks with the Carolina Hurricanes. The conversation continues with The Athletic's James Mirtle (10:45) as together, they dissect what Toronto being in on Mikko Rantanen tells us about contract negotiations with Mitch Marner, what factors into the discussion beyond money, and first impressions on Scott Laughton and Brandon Carlo. Then, JD addresses the Toronto Raptors flirting with a record that could take them out of a prime draft position in Stats You Should Know. Afterwards, two-time Stanley Cup Champ Kris Versteeg joins the show (50:45) to reflect on his experience being traded on deadline, the challenge for Laughton and Carlo acclimate in the middle of a divisional playoff race, the argument for Laughton to play up and down the lineup, if the Colorado Avalanche had the best deadline, and the surprising breakup between the Boston Bruins and Brad Marchand. JD and the producers close out the show with What We Missed.The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates. 

In this in-depth conversation, host Mark Hayward sits down with Alan Versteeg—an engineer turned sales management expert and co-founder of Growth Matters International. Alan shares his personal journey from engineering to mastering sales, the critical importance of mindset in business, and actionable strategies for scaling a company while ensuring that your business works for you, not the other way around.Key Discussion Topics:The Business Mindset:How to ensure that your business serves you instead of owning you.The evolution from working in your business to having your business work for you.Sales Techniques & Strategies:The importance of relevance on sales calls using the “initial value promise” approach.How to overcome the “feature advantage benefit avalanche” by setting context and establishing credibility from the very first interaction.Understanding the role of the reticular activating system in filtering sales pitches.Building & Leading a Team:Transitioning from a one-person operation to building a management layer.The significance of hiring—especially the first hire (Alan's executive assistant)—to free you up for growth.Embracing leadership without losing your entrepreneurial passion.Learning from Failure:Alan's candid recounting of past bankruptcies and the lessons learned about cash flow, legal advice, and the importance of building demand before product creation.How overcoming failures has been essential in developing a resilient and growth-focused mindset.Global Business Growth:Strategies for expanding internationally—even when you're not physically in the target country.Leveraging technology (like Zoom) for meaningful global conversations and maintaining the value of face-to-face interactions when needed.Quickfire Insights:Best decision: Hiring an executive assistant.Best advice received: “Treat this as a profession and keep studying it.”Regrets, proud moments, and a peek into Alan's personal life (from his top math mark to his karaoke skills).What legacy means: Measuring life by the eulogy and the impact you leave on others.If you found this episode insightful, be sure to subscribe and follow Business Growth Talks for more real strategies from successful entrepreneurs. You can also connect with Alan Versteeg on LinkedIHealth Supplement Business MasteryGrow your dietary supplement D2C eCommerce business. Listen on: Apple Podcasts SpotifySupport the showIf you want to watch the full video of this episode go to:https://www.youtube.com/@markhayward-BizGrowthTalksDo you want to be a guest on multiple podcasts as a service go to:www.podcastintroduction.comFind more details about the podcast and my coaching business on:www.businessgrowthtalks.comFind me onLinkedIn - https://www.linkedin.com/in/mark-hayw...Tik Tok - https://www.tiktok.com/@mjh169183YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

JD reacts to Canada's victory over the United States to win the 4 Nations Face-Off (00:00). Two-time Stanley Cup winner Kris Versteeg joins the show to discuss the importance of the win for Canada as a nation, the mentality needed to play for your country, the stand-out play of Sam Bennett in the final, the evolution of the rivalry between Canada and the U.S., the significance of the contributions from veterans Sidney Crosby and Drew Doughty, roster changes they would make for the Olympic team, the play of the Maple Leafs' Auston Matthews and Mitch Marner, and Connor McDavid's signature moment (07:17). Host & Producer at Sportsnet 590 The FAN Sam McKee joins JD in-studio to continue Canada Talk, as they revisit the Canada-US rivalry, the intensity from both teams in the final, the most impressive Canadian players against the Americans, the conversation around McDavid following his own 'Golden Goal' moment, what to expect from Matthews' and Marner when they return to the Leafs, Alex Pietrangelo's decision to not play for Team Canada, the performance of injury replacement Thomas Harley, and the impact of Jordan Binnington. (50:35) The show wraps up with 'What We Missed'! The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates. 

In this episode of Power Producers, David Carothers sits down with Alan Versteeg from Growth Matters International, bringing in fresh perspectives on sales from outside the insurance industry. Some of the best sales strategies come from those who aren't in the daily grind, and Alan delivers just new ideas, different approaches, and a mindset shift that can elevate any producer's book of business. Key Points: Sales is a Profession, not a Job Alan shares how his early failures in sales came from treating it as a job rather than a craft. Success came when he started studying sales as a profession, starting with psychology. Great Salespeople Don't Always Make Great Leaders David and Alan discuss the mistake of promoting top sales producers into leadership roles without proper training. Sales leadership requires an entirely different skill set. Sell Perspectives, Not Just Products Successful salespeople don't push products—they shift mindsets. Instead of focusing on price, they educate and guide prospects toward long-term solutions. Conviction Drives Sales Success Alan emphasizes that confidence in sales starts with belief in what you sell. When you have conviction in your value, persuasion comes naturally. The Pipeline Problem David warns that many producers fail because they don't consistently prospect. A strong pipeline prevents reliance on hard market conditions for success. Sales Leadership is the Missing Link Many sales teams underperform due to weak leadership, not lack of effort. Sales managers should focus on impact, not just numbers. Final Takeaway: Sales isn't about transactions—it's about trust, conviction, and long-term impact. Treat it like a profession, invest in leadership, and success will follow. Connect with: David Carothers LinkedIn Alan Versteeg LinkedIn Kyle Houck LinkedIn   Visit Websites: Power Producer Base Camp Killing Commercial Growth Matters International Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

JD opens the show with his thoughts on the Luka Doncic-Anthony Davis swap from the weekend, before being joined by two-time Stanley Cup champion, Kris Versteeg. He weighs in on Connor McDavid's comments on starting games earlier when the Leafs come to town, the differences between the Oilers and Leafs on defence and in goal, continued use of the five-forward power play, implications of the salary cap rising on Mitch Marner's contract negotiations, and the fallout from the J.T. Miller trade (00:00). Then, JD touches on De'Aaron Fox heading to the Spurs' and motivations behind player movement (46:17). Later, The Athletic's Zach Harper joins the show to discuss the Mavericks' trading Luka Doncic to the Lakers, how it affects the perception of player loyalty, the Mavs' situation moving forward with Anthony Davis, what the Lakers should do with LeBron James, and how De'Aaron Fox will fit alongside Victor Wembanyama (49:56). Finally, JD and the producers take a look at “What We Missed” (1:28:03).   The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates. 

Martijn Versteeg is the founder of Group Effort, an organisation that fosters connections & facilitates the growth of scale-up leaders through peer groups, offsites and workshops. His hot take? That product people should stop looking for the "golden nugget" of knowledge. Martijn argues that instead of seeking a single breakthrough insight, product managers should focus on consistent iteration and learning through small, incremental steps. Find Martijn on LinkedIn or check out Group Effort. Also, remember to check out the conference that he's organising, and we'll both be speaking at: Product Mastery Conference If you'd like to appear on Hot Takes, please grab a time!

On Episode 42 of Betting The Limit, Drew is joined by Kris Versteeg. Kris played a total of 643 games in the NHL and is a two-time Stanley Cup Champion. He is now the CEO and founder of Klevr, an athletic platform that allows coaches, players, and parents to share videos and feedback.

JD opens the show with his opinion on the latest Blue Jays' move and his Leafs' weekend thoughts, before being joined by two-time Stanley Cup champion, Kris Versteeg. He weighs in on Mitch Marner's latest comments, the team's internal accountability culture, the power play, the problem with developing young hockey players in Canada, and the price of youth sports (00:00). Then, JD gives his 'Stats You Should Know' from the weekend (45:28). After, NFL analyst for FOX Sports, Brady Quinn joins JD to discuss the Notre Dame Fighting Irish moving on to the National Championship, the Lamar Jackson and Derrick Henry one-two punch, where the Steelers and Mike Tomlin can pivot, the disaster weekend for Justin Herbert, Jordan Love, whether Jalen Hurts has hit his ceiling, and Jayden Daniels' playoff win (50:25). Finally, JD and the producers finish the show with 'What We Missed' (1:29:02).   The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates. 

At the end of 2024 and the start of 2025, it's a natural time to reflect and make goals for the New Year. Listen in as Willy walks us through how God shows us that we can trust Him. Our hope is that your projects will be shaped by God's goodness in 2025.

JD opens with his reaction to Auston Matthews getting hurt again (00:00). Kris Versteeg, two-time Stanley Cup champion, thinks Matthews' may have sustained a new injury, not aggravated an old one (10:00). Kris and JD discuss the two hits Matthews took against the Buffalo Sabres, why Matthews' health is now the biggest story of the Leafs' season, Morgan Rielly's need for a perfect partner, the rift between J.T. Miller and Elias Pettersson, Matt Rempe, and the lowly Sabres. JD touches on some 'Stats You Should Know' (47:00). Brady Quinn, former NFL quarterback and FOX analyst, breaks down what's stood out most about Sam Darnold and the Minnesota Vikings' undeniably successful season, the active MVP race, the Washington Commanders as a playoff team, and how real parity is in the NFL (52:00). JD then gets into Vladimir Guerrero Jr.'s comments regarding a contract extension with the Blue Jays and the breaking point between the two sides (1:17:30). The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.  

Sales is a powerful profession, but its true potential is unlocked through the art of human connection. In this episode, Doug C. Brown and Alan Versteeg dive deep into the critical role of authentic relationships in sales success, exploring how professionals can harness mindset and empathy to elevate their performance. With insights into how AI complements (but never replaces) genuine human interaction, Doug and Alan share strategies for building lasting client trust and developing effective sales teams. This conversation offers practical wisdom for sales leaders and anyone aiming to excel by mastering the human element in business.In this episode, you will learn:● How human connection creates trust and drives sales success● Why mindset is the key to unlocking long-term growth in sales● Practical ways to use AI as a tool to enhance, not replace, authentic interactionsAlan is giving listeners a copy of Growth Matters International's research paper, The Catastrophic State of Sales Coaching. You can download your copy here: https://www.salesgrowthmatters.com/.

JD is joined at the top of the show by two-time Stanley Cup champion, Kris Versteeg, to dive into the Toronto Maple Leafs' 2-1 win over Sheldon Keefe and the New Jersey Devils, Anthony Stolarz' phenomenal performance, the New York Rangers' situation, and the Leafs' depth scoring (00:00). Then, former Blue Jays GM and host of 'The Brushback', JP Ricciardi speaks with JD about the Jays' trade for Andrés Giménez, the Juan Soto sweepstakes, positives for the New York Mets, and extending Vlad Guerrero Jr. (33:16). Later on, Jeff Blair, co-host of 'Blair and Barker', joins the program to discuss a potential Bo Bichette move, fallout from the Jays' trades, Daulton Varsho, Yimi Garcia, which free agents the Jays should go after, frustrations surrounding Vladdy's next deal, and impactful bats (51:40). Finally, JD finishes the show with his thoughts on the NBA Cup (1:36:06).   The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.

Kris Versteeg, two-time Stanley Cup champion, joins JD to discuss the Leafs' lines when Auston Matthews rejoins the team, Mitch Marner's consistency without the captain, Nicholas Robertson, Nikita Grebenkin, Fraser Minten, and Connor Bedard's position in Chicago (00:00). Then, JD delivers 'Stats You Should Know' from the weekend (44:58). After, NFL analyst for FOX, Brady Quinn, breaks down Week 12 of the NFL with JD including: the New York Giants, Jayden Daniels, Kliff Kingsbury, Bryce Young, CJ Stroud, the Minnesota Vikings, the San Francisco 49ers, and Brock Purdy (50:50). Finally, JD and the producers finish the show with 'What We Missed' (1:24:08).   The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.

JD gets into the Maple Leafs' busy weekend and brings on two-time Stanley Cup champion, Kris Versteeg, to discuss the captaincy's weight on Auston Matthews, Matthews sticking up for Mitch Marner, Ryan Reaves having no fights yet this season, what's different and the same under Craig Berube, Max Domi as the third line centre, and William Nylander asking for more ice-time (00:00). JD then gives his takeaway's from Vince Carter's jersey retirement and Drake's comments (38:00). Herm Edwards, ESPN analyst and former 10-year defensive back in the NFL, discusses Josh Allen's greatness, the drowning Miami Dolphins, the Dallas Cowboys playoff chances, and how to coach Anthony Richardson (52:00). JD and the producers end with 'What We Missed!' (1:15:00)The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.

Are facilitators just salespeople in disguise? We're not on commission, we're not driven by a desired outcome, we don't have a product, and nor are we in a numbers game… and yet, the longer I spoke to Alan Versteeg this week, the more I realised just how much we have in common.And if you still don't believe me, Alan is here to change your mind - after all, this is where he shines! Alan has been selling perspectives to people for many, many years, inviting them in to  realise new ideas - rather like that of a facilitator.Learn how Alan masters the influence of persuasion, how he's perfected the art of authenticity to build trust, and why he believes the buy-in of a group is actually your secret sales pitch.Find out about:The intersection of facilitation and sales: from trust to perception and psychologyAlan's 26-year sales experience in selling perspectivesWhy leaders need to master buy-in if they are to inspire new perspectivesThe importance of appealing to someone's values - not their idealsThe 6 Ps of persuasionDon't miss the next episode: subscribe to the show with your favourite podcast player.And download the free 1-page summary, so you can always have the key points of this episode to hand.Links:Watch the video recording of this episode on YouTube.Download the 6P Cheat SheetConnect to Alan Versteeg:LinkedInWebsiteSupport the show**Click here to navigate through all episodes via this interactive podcast map.**Are you inspired by our podcast guests and crave a taste of masterfully facilitated workshops? Join the NeverDoneBefore Facilitation Festival. **If you enjoy the show, consider a one-off donation and contribute to the ongoing costs of running the podcast.

 Mats Sundin, Maple Leafs all-time leading scorer, joins the show to get into the foundations of his new book 'Home and Away';  the new generation of hockey players, the professionalization of hockey, parting ways with the Maple Leafs, the final years of his career, the return of international hockey and what being Canadian means to him (11:00). Kris Vertseeg, two-time Stanley Cup Champion, analyzes the buttons Craig Berube could press, the new-look powerplay with Oliver Ekman-Larsson, the chemistry between William Nylander and Max Domi, John Tavares' sacrifices, what has looked different for the Leafs so far this season, and the NHL's fine on Ekman-Larsson.The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.

JD begins the show discussing opening night in the NBA (00:00). Mats Sundin, Maple Leafs all-time leading scorer, joins the show to get into the foundations of his new book 'Home and Away';  the new generation of hockey players, the professionalization of hockey, parting ways with the Maple Leafs, the final years of his career, the return of international hockey and what being Canadian means to him (11:00). Kris Vertseeg, two-time Stanley Cup Champion, analyzes the buttons Craig Berube could press, the new-look powerplay with Oliver Ekman-Larsson, the chemistry between William Nylander and Max Domi, John Tavares' sacrifices, what has looked different for the Leafs so far this season, and the NHL's fine on Ekman-Larsson (51:00). JD and the team ends with 'What We Missed!' (1:24:00)The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.  

This is episode 703. Read the complete transcript on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Alan Versteeg, Global Chief Revenue Officer, Growth Matters International and James Hickman, Director of Sales at Altron Digital Business. JAMES' TIP:  “Take 5 to 10 minutes, sit down and write down, out of this podcast or any of the other podcasts you've listened to on the channel, what is it you are going to go and do? Set yourself timelines to that and book a meeting now for a week or two weeks to sit down and review how you've progressed along those actions. None of what's been said on this podcast or any of the others is any value unless it's implemented and actioned. That's the only way to get results.” ALAN'S TIP: “If you're a salesperson, make it a profession. That mindset will change everything. If you're a sales manager, realize you're there to grow salespeople that grow sales, not grow sales. That mindset will serve you everywhere. If you're an organization, realize that nothing happens until you make a sale. As the leader, start aligning the organization behind the sales.”

JD begins the show with his initial reactions from the Maple Leafs season opener (00:00). Kris Versteeg, two-time Stanley Cup champion and creator of the CLEVR app, discusses what it's like playing with injury-ridden teammates, how Craig Berube managed the lines, what changes the Leafs might benefit from, Timothy Liljegren, and how the Leafs matchup against Sheldon Keefe and the New Jersey Devils (05:45). Cory Schneider, former NHL goaltender and analyst for NHL Network, breaks down the difficulty of nagging injuries for a goalie, playing with fear of getting hurt, Anthony Stolarz, starting in a  back-to-back, and what to watch for tonight's Devils-Leafs matchup (50:50). The gents end with 'What We Missed! (1:16:00).  The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.  

De macht van de grote techbedrijven beïnvloedt nagenoeg elk aspect van ons leven. Van ons professionele carrière tot ons liefdesleven, en van onze navigatie tot het slagveld in Oekraïne. En ook op de beurs zijn ze oppermachtig, maar waar is de Europese big tech? En welke dreigingen zien beleggers vanuit China komen? Te gast is Jos Versteeg, senior analist bij InsingerGilissen bij me Gasten in BNR's Big Five van de impact van techbedrijven: -Kees Verhoeven, techondernemer en voormalig Tweede Kamerlid namens D66 -Jos Versteeg, senior analist bij InsingerGilissen -Rudy van Belkom, technologie-onderzoeker en directeur van Stichting Toekomstbeeld der Techniek -Anke den Ouden, algemeen directeur van Microsoft Nederland -Evelyn Austin, directeur van Bits of FreedomSee omnystudio.com/listener for privacy information.

Join us for a deep dive into the world of sales management with Alan Versteeg, a former engineer turned sales expert and Global Chief Revenue Officer at Growth Matters. Alan shares his unique insights on the importance of mindset, pipeline management, and coaching for sales success.In this episode, you'll learn how a growth mindset can transform your sales team's performance, the essential factors for a healthy sales pipeline, and how to effectively coach your sales team for optimal results.Tune in to discover how Alan's unique blend of engineering and sales expertise can help you elevate your sales team to new heights!Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Op 20 september verscheen het nieuwe boek van schrijver en essayist Wytske Versteeg: Waar. Over de kunst van het (niet) weten. Er wordt vaak gezegd dat waarheid er in deze tijd niet meer toe doet, dat feiten hebben plaatsgemaakt voor meningen. Maar hoe bepaal je eigenlijk wat echt waar is? Hoe nemen we de wereld waar, en wanneer is iets echt? Wat is ervoor nodig om van gedachten te veranderen? En wat als het zinnetje ‘dat is jouw waarheid' niet het eind van de discussie is, maar het begin van een gesprek?Joost, Ellen en Charlotte bespreken het oeuvre van Versteeg, kijken naar de plek van dit boek tussen haar andere werk en praten over de vragen die dit boek stelt: hoe ontstaat waarheid? En wat is de waarde ervan? Genoemd in de afleveringPodcasttip Joost: The Witch Trials of J.K. RowlingWytske Versteeg - VerdwijnpuntBoekentipsBoeken als palet cleanser Ellen: Bernard Cornwell - The Warlord ChroniclesDe biografieën van Stefan ZweigDe achtdelige Boeddha-serie van Osamu TezukaCharlotte: Murder mysteries van Agatha Christieen Poirot's Early CasesArthur Conan Doyle - Sherlock HolmesDan Brown - Digital FortressJoost: Robert Harris - PrecipiceMichiel van Egmond - PattyAnders dan anders Joost: Rob van Essen - Visser, John Cheever - De Zwemmer Ellen: Claire Louise Bennett - Kassa 19, Laurent Binet - HhhH, Paul Kingsnorth - BeastCharlotte: Shirley Jackson - We have always lived in the Castle, Nadia de Vries - De bakvisZie het privacybeleid op https://art19.com/privacy en de privacyverklaring van Californië op https://art19.com/privacy#do-not-sell-my-info.

Alan Versteeg, an engineer turned sales management expert, initially approached the sales world with skepticism, but soon turned it into a thriving career by applying the engineering principles of cause and effect to sales and sales management. This success led him to co-founding Growth Matters, where Alan and his team have developed over 2,000 sales managers across 45+ countries and diverse industries.  Known for his candid and light-hearted approach, Alan's passion for the sales profession shines through in his insightful talks, leaving audiences engaged with his wisdom, expertise, and memorable one liners.  Questions · Now, could you start by sharing with our listeners a little bit about your journey, how it is that you got from where you were to where you are today. · Can you share with us maybe two overarching themes that you try to help sales professionals master in terms of their mindset, to get them to where you need them to be in order to master their sales? · What are some barriers that you believe a lot of salespeople face, why it is you believe they're not successful? · Now, Alan, could you also share with our listeners, what's the one online resource, tool, website or application that you absolutely can't live without in your business? · Can you also share with our listeners maybe two books that you've read? It could be a book that you read recently, or even one that you read a very long time ago, but it still has had a great impact on you. · Could you also share with us what's the one thing that's going on in your life right now that you are really excited about, either something you're working on to develop yourself or your people. · Where can listeners find you online? · Just want to ask you as well, Alan, in your experience, in the journey of your lifetime, if you have a quote or saying that during times of adversity or challenge, if for any reason, you got derailed. Do you have a quote or a saying that once repeated or just remembered it helps to get you back on track? Highlights Alan's Journey Me: Now, could you start by sharing with our listeners a little bit about your journey, how it is that you got from where you were to where you are today.   Alan shared that he started as an electronic engineer, it wasn't his fault, he grew up watching Airwolf Night Rider and MacGyver, so he thought that's what he'd be doing. Unfortunately, he lost his dad when he was quite young, he was about 12 years old, but he was an engineer, so he thought that'd be a good thing to do. But he was doing it for about 3 years after graduating, and he read a book called You're Born an Original, Don't Die a Copy by John Mason, and he said, “If you passionately hate what you're doing for more than 2 weeks, you need to stop,” and he'd been doing it for two years. And a friend of his suggested he goes into sales, which he then tried and please if your listeners don't drop off now, but he got asked to leave his first sales jobs, but it was frustrating. As an engineer, he believed in cause and effect. He believes that there's things you do that get you certain outcomes. He was doing everything they told him to do, but he couldn't find a way to get through, he'd be good at his product, he was passionate to what he was doing, but he wasn't able to succeed.  And then he worked under a manager, he said to him, “Alan, is sales a job or a profession?” So, he knew the right answer, the right answer was, it's a profession. And he said, “Well, how hard did you study for this profession?”  And then the penny drops, and from there on out, been a passionate reader, 50 to 60 books a year, generally related to psychology, self-development and sales and over time, realized that the big change in sales is sales management, and that's a short view of his journey to where he was and how he got here.   Mindset Needed for Sales Professionals Me: Now you deal with a lot of sales professionals, and I can imagine it starts with their mindset. Can you share with us maybe two overarching themes that you try to help sales professionals master in terms of their mindset, to get them to where you need them to be in order to master their sales?   Alan stated that it's a great question, and it speaks to the tone of your podcast. So, the first mindset they have to own is that “Selling won't help, but helping will sell.” That the sale is the reward for an intent to create value. And that's the starting point when we realize that we are service orientated, that we're there to drive value into the client's business or life, that there's something specifically we're trying to do, that were truthfully customer centric it's not just a word, and we realize that selling won't help, but helping will sell.  You'll find that salespeople do really well. There's a wonderful book called Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud by Lisa Earle McLeod, and it shows the research behind the top performing sales professionals globally sell with that noble purpose, with an idea to serve. So, it's definitely one of them.  The second one is probably an extension, he said to sales professionals, “If you believe in the product you sell and you believe it can add value to the person you're serving, then it would be borderline negligent to avoid offering them that value.”  Many salespeople, specifically today are fearful of cold calling or proactive sales calling or reaching out or picking up a phone or speaking to someone, and they take on a very much non-human sales approach, as opposed to going, “I believe, with certainty and conviction that what I have to offer will make their lives or their business easier, and I'm here to help, and helping will sell. So, I'm going to depart from that point.”  And what you find is doing that, apart from that point, the skills, the body language, all the risks that start to develop quite naturally, but often we avoid that, we try to train the skill, but we avoid the mindset.   Barriers To Overcome as Salespeople Me: So, once you tackle their mindset, now you have to ensure that what they're selling, as you mentioned before, is actually helping the customer and adding value to the customer's life. What are some barriers that you believe a lot of salespeople face, why it is you believe they're not successful?   Alan shared that he thinks the big barrier specifically in professional selling is conviction of the value proposition, and before that is clarity. And he'll give a couple of examples.   When he speaks to business leaders, they often say to him, “You know what Alan, the challenge with our sales teams are they just don't understand our value proposition.”  And he says, okay, great. What is your value proposition? And they struggle to articulate it. Now, if you think about this, why is it that entrepreneurs can sell quite effectively without ever having been trained in that skill, and the reality is they have clarity and conviction of their value proposition. He thinks with many sales professionals, we're teaching them the product, we're not teaching them the impact it has on the customer's life.  Once we buy into the impact, once we have the conviction, selling is a natural part of how we are as humans and Dan Pink wrote that book To Sell Is Human: The Surprising Truth About Moving Others.  And his (Alan) example is we have a brand over there, it's called Woolworths, it's a high-quality brand, high quality food brand. And if you said to anyone, “But why shopping in Woolworths? They're so expensive.” They dive into a defense, without being paid by this company, they will sell very hard the value of doing that.  The same could be said for someone who's an Apple phone fan. And he can continue, once we have conviction of something, the ability and need to persuade is actually quite natural. So, he thinks what's missing from an individual's perspective is that conviction of the mindset.  From a corporate, it's the fact that we speak about customer centricity, but none of our measurement metrics or meetings actually align to that.   Me: Now, I found that in a lot of organizations, they're heavily sales driven, right? I find it as a customer service trainer when companies hire me to come in and train their team, especially the leadership teams in customer service, or even customer experience design or customer journey mapping, there's a lot of emphasis that I hear them talking that they have these exorbitant sales targets to meet on a month to month basis, and with these targets that they have to meet, they don't have as much time to give to customer centricity or to give to the experience, because it's all about meeting the target. How do you strike that balance as a salesperson? What would be your recommendation?    Alan shared that there'd be two components. The first would be at an organizational lens, speaking to what you're saying. He thinks organizations have forgotten that when you take care of the customers, the number takes care of itself. So, we are so focused on the month, on the quarter, on the year, we're not focused on the value, and that's a shift that needs to happen.  But practically, the way that shift happens is in the account planning process, when we start treating our customers and accounts and saying, what is the value we're delivering. Many companies go, what more can we sell them? What's the white space we can sell into? What does that look like? And that's the big organizational.  From a salesperson's perspective, the only thing you can do is you need to figure out how to allocate your effort. And the way he says that is you have to beat everyone equally but handle them differently. You have to segment your customers, otherwise you can't take care of the ones that need to be taken care of, and your competitor is going to snatch them up. And in any sales business, he's ever worked with, if you lose, and it's generally about 10%, if you lose about 10% of your customers, you lose about 90% of your revenue.  But organizations are just focused what's the next sale, what's the next sale, what's the next sale? And what happens is, we're putting two barrels on the truck, and three barrels are falling off the truck because we're not focused on the customer service.  And we almost see it as something separate, and it's not. The way he articulates this is there's a thing called the value gap, it's the gap between what customers expect and what they experience. And it is everybody's job in the organization to close that gap.   It's not, “Hey, sales go set the expectation. Hey, service go and deliver against that expectation.” It's an organizational mindset that we exist to close the gap between the customers expect and what they experience.  And he thinks their leadership needs to start realizing that taking care of customers, the numbers take care of themselves, and that talking to a spreadsheet or talking to a CRM system or talking to data doesn't change people's behaviour.  So, leadership needs to take a different perspective on this and going, what is it we do now that lays the soil in the seeds for the numbers we need?   App, Website or Tool that Alan Absolutely Can't Live Without in His Business When asked about online resource that he can't live without in his business, Alan shared that right now ChatGPT. He thinks that we are negating its value in sales if we're using it incorrectly. So, he'll give you a context.  As salespeople, we need to be creative and optimistic, and we're not fans of admin. So, the good news for sales professionals is a lot of our admin is going to be replaced by technology, but that's going to leave a lot of sales professionals wanting because what do you do with the time that you used to spend putting your data. But he really leverages the tool to shorten his learning curve, understanding a customer, understanding what the challenges are, understanding key things. It's a tool to summarize, it doesn't replace him as it shouldn't, it enhances him.  And he was listening to one of Yanique's earlier podcasts, you talk about the human-to-human connection, and there's this thing now where we talk about human-to-human selling. And he's like, well, if you think human to human selling is new, then you haven't been around for millennia, because that's what it is. It's a human-to-human task enhanced by technology. But right now, if he talks about probably 60% to 70% of his time is given back to him because he knows to leverage ChatGPT.   Books that Have Had the Biggest Impact on Alan When asked about books that have had an impact, Alan shared that that's a tough question with all the books he read, but he's going to give one that he always recommends. The first one is called The Slight Edge: Turning Simple Disciplines into Massive Success and Happiness by Jeff Olson, and the premise of the book is that simple disciplines practiced consistently over time, lead to a life of greatness, and simple errors in judgment made consistently over time, lead to a life of blame. There's no Hollywood moment, there's not one big movement, they're just simple disciplines. Look at any leader, any sports hero, any person who succeeds in their profession, they practice the disciplines. So, there's definitely one that guides his life.  And then the other one is a book called The ONE Thing: The Surprisingly Simple Truth About Extraordinary Results by Gary Keller, and it's really about forgetting this construct of work life balance and finding out what's the one thing I can do such that by doing everything else is easier or unnecessary. And it talks about this work life counterbalance, and how you just keep the things that matter, you don't make them extreme fluctuations and the things that don't matter can be extreme. You can be heavily buried in a work project for three months, but during that time, don't forget your health, your family time, the things that matter. Just tone it down a bit, not all the way down. Those are two books, he'd say, personally, really drove him.  As a business professional, recently read that 10x Is Easier Than 2x: How World-Class Entrepreneurs Achieve More by Doing Less by Dan Sullivan, wonderful resource for anyone that's listening, that is an entrepreneur or business owner, 10x Is Easier Than 2x.   What Alan is Really Excited About Now! Me: Now, Alan, could you also share with us what's the one thing that's going on in your life right now that you are really excited about, either something you're working on to develop yourself or your people.   When asked about something that he's excited about, Alan shared that he's recently moved to a smaller coastal towns that's been really good for him personally, but the big thing happening for him business wise, is there's a very large global brand that they've managed to secure that's 10x'ing our business, which is a plan they had based on that book that he's read, and starting to see how that effort, energy and focus is paying off, is really rewarding. When you read a lot of books, you can get sometimes caught up in the story and not in the action.  And what's really great to see, in a proud moment for their business, is now really starting to take on some recognized global brands who are looking at effectively three guys from South Africa and saying, “We want to partner with you to do this.” So, it's a proud moment that's come, your overnight success is the longest night of your life.  But really what it's been powerful is seeing the practices that they put in place now starting to bear fruit. And when you say, take care of the customers, the number takes care itself, it's actually quite prolific, how?  And you know this, he's preaching to the converted, but when you understand that the only thing that matters is how customers experience you, then everything else becomes a lot easier, because their ability to grow is because they just have a track record where they phone a customer, and they love what they've done with them. And that doesn't mean it's easy to scale, it's still hard to scale. But he thinks that'd be the big thing right now, is seeing how by applying certain principles, you can stretch your own mindset, stretch your own goals, stretch your own vision for your business, and really start to play where you always believed you can.   Where can listeners find Alan online? LinkedIn – Alan Versteeg   Quote or Saying that During Times of Adversity Alan Uses When asked about a quote or saying that he tends to revert to, Alan shared that he has quite a few, but one of his favourites, because of its depth is, “How you do anything, is how you do everything.” And the reason that's so important is it's easy to be in a good mood when times are good, it's easy to be of a good character when times are good, it's easy to be a pleasant person when times are good, but when things are challenging, that's where your character gets tested.   And how you do anything, is how you do everything. And he says to leaders all the time, Richard Branson said it so well, “The best way to take care of your customers is to take care of your employees.” Because the minute you take care of the employees, the customers feel that. And it's because how you do anything, is how you do everything.  You can't be polite to your customers but rude to the person waiting at you at a restaurant or trying to help you at the airport. Airports are so fascinating because everyone complains to people who are really just trying to get you somewhere safely and within strict guidelines that people, they don't treat people well.  And he believes that how you do anything, is how you do everything. And in challenging times, that tests you, can I remain of good spirit? Can I remain a good demeanor? Can I remain patient as a person when things are difficult? Can I maintain my faith?  Because it's easy to maintain my faith when things are great, it's difficult when you're in the lion's den, and that's for him, a quote that just guides him and says, just remember, they still shape your character, this is a test of your character and a bad day for the ego, is a beautiful day for the soul. It's time to grow.   Me: Well, thank you, Alan, so much for hopping on this podcast and sharing all of these great insights with us. It was very insightful to understand your perspective as it relates to sales and customer service, and to reinforce a lot of what we do talk about on this podcast, Navigating the Customer Experience as it relates to ensuring that the customer experience is not just managed effectively on the outside, but it needs to start on the inside. And you said it beautifully when you gave Richard Branson's quote that if you take care of your people on the inside, and they'll definitely take care of your customers on the outside. So, I think it was a really great conversation and I just really wanted to extend our deepest gratitude for your participation in our conversation today.   Alan shared an extended thanks to Yanique and the work she's doing in this space. One of the things that he definitely picks up in everything Yanique shared, the customer experience is not a thing, it's a culture and when we actually realize this, everything becomes easier, because it seems obvious, it does take a lot of work, as you know, it's a profession. But when companies understand it, the only reason we exist is to create value for customers, then the customer experience is the report card. So, thank you so much for the work you're doing in this space and for having him on the show.   Please connect with us on X @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience.    Links •    You're Born an Original, Don't Die a Copy by John Mason •    Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud by Lisa Earle McLeod •    To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink •    The Slight Edge: Turning Simple Disciplines into Massive Success and Happiness by Jeff Olson •    The ONE Thing: The Surprisingly Simple Truth About Extraordinary Results by Gary Keller •    10x Is Better Than 2x: How World-Class Entrepreneurs Achieve More by Doing Less by Dan Sullivan   The ABC's of a Fantastic Customer Experience Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners  Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.” The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

In this episode of the Epigenetics Podcast, we talked with Christa Bruecker from the Max Perutz Laboratories in Vienna about her work on transcriptional regulation during early embryonic development. Christa Buecker unravels the differences between naive and primed pluripotency states, showcasing how OCT4 relocalization and enhancer chromatin landscapes play pivotal roles during this transition. The conversation delves into the intricate interplay of transcription factors like OCT4 and OTX2, shedding light on their collaborative efforts in regulating gene expression during differentiation. Dr. Bücker then shares insights from her study on enhancer elements controlling FGF5 expression and discusses the surprising revelation that individual enhancers show no intrinsic activity but work together in a super additive fashion. She also touches upon her research on IRF1's connection to the gene regulatory network and its role in protecting cells against viral infections. The conversation shifts to Dr. Bücker's current research endeavors, focusing on exploring the strength of enhancers and their impact on gene expression at different distances from promoters. She shares her vision for future experiments and the integration of enhancers to decipher their impact on transcription regulation.   References Buecker, C., Srinivasan, R., Wu, Z., Calo, E., Acampora, D., Faial, T., Simeone, A., Tan, M., Swigut, T., & Wysocka, J. (2014). Reorganization of enhancer patterns in transition from naive to primed pluripotency. Cell stem cell, 14(6), 838–853. https://doi.org/10.1016/j.stem.2014.04.003 Thomas, H. F., Kotova, E., Jayaram, S., Pilz, A., Romeike, M., Lackner, A., Penz, T., Bock, C., Leeb, M., Halbritter, F., Wysocka, J., & Buecker, C. (2021). Temporal dissection of an enhancer cluster reveals distinct temporal and functional contributions of individual elements. Molecular cell, 81(5), 969–982.e13. https://doi.org/10.1016/j.molcel.2020.12.047 Romeike, M., Spach, S., Huber, M., Feng, S., Vainorius, G., Elling, U., Versteeg, G. A., & Buecker, C. (2022). Transient upregulation of IRF1 during exit from naive pluripotency confers viral protection. EMBO reports, 23(9), e55375. https://doi.org/10.15252/embr.202255375   Related Episodes Enhancer Communities in Adipocyte Differentiation (Susanne Mandrup) Enhancer-Promoter Interactions During Development (Yad Ghavi-Helm) Enhancers and Chromatin Remodeling in Mammary Gland Development (Camila dos Santos) Ultraconserved Enhancers and Enhancer Redundancy (Diane Dickel)   Contact Epigenetics Podcast on X Epigenetics Podcast on Instagram Epigenetics Podcast on Mastodon Epigenetics Podcast on Bluesky Epigenetics Podcast on Threads Active Motif on X Active Motif on LinkedIn Email: podcast@activemotif.com

Missin Curfew Episode 303 Best of Show RAYCROFT  Summer Skates with OB and Richardson  Playing with Joe Thornton in Boston  Winning the Calder Trophy  Patrice Bergeron as a Rookie in Boston  Being traded to Toronto for Tuuka Rask Roomates with OB in Vancouver OB having to weigh in for the Canucks Kyle Wellwood hungover before practice BARRIE  Almost getting attacked by an Eagle in BC Tyson's Dad Len Barrie  Being Rookie in Colorado with OB  The Role of the Locker Room DJ Larry Flowers being cheap at dinner with Sid What was Nathan MacKinnon like in practice? Catching pucks from Goalie Mike Smith  VERSTEEG Steve Kouleas is a HOCKEY FREAK Hilarious Krys Barch Call Out Story in Florida  Playing in the Spengler Cup with Uppy  What does Steeger miss the most about the NHL? Stealing Brian Campbell's Pay Checks in the Locker Room  SAUCE HOCKEY MERCH | https://saucehockey.com/collections/missin-curfew YOUTUBE | www.youtube.com/@MissinCurfew SPOTIFY | https://open.spotify.com/show/4uNgHhgCtt97nMbbHm2Ken APPLE | https://podcasts.apple.com/us/podcast/missin-curfew INSTAGRAM | www.instagram.com/missincurfew TWITTER | www.twitter.com/MissinCurfew TIKTOK | www.tiktok.com/@missincurfewpod Learn more about your ad choices. Visit podcastchoices.com/adchoices

Capturing your prospects' attention is more challenging than ever, thanks to our distracting world. So, how do you cut through the noise and effectively engage with potential clients?  In this episode of The Sales Evangelist Podcast, I speak with Alan Versteeg, a seasoned sales leader and head of Growth Matters. Hear his insights and strategies for grabbing your prospects' attention and turning it into meaningful business opportunities. About Alan Versteeg Alan Versteeg is the mastermind behind Growth Matters, an organization dedicated to enhancing sales management development.  His mission is to provide sales leaders with the tools they need to improve their game and, by extension, help their sales teams excel.  In this episode, Alan emphasizes the critical role of sales managers in driving sustainable sales performance and the importance of mindset in successful selling. The Importance of Mindset How important is mindset in sales? According to Alan, you can't sell anything unless you have this specific mindset to make it in the sales industry. He suggests that sales professionals should view their roles as noble and genuine efforts to help customers. This conviction translates into clarity, confidence, and, ultimately, competence.  Alan points out that many top salespeople become mediocre sales managers because they lack this foundational mindset. Relevance: The Currency of Value Alan shares how to engineer relevance into your sales conversations by doing meticulous research and personalization.  He argues that generic sales messages won't cut it, especially with AI generating compelling scripts at scale.  Instead, salespeople must tailor their outreach to demonstrate a profound understanding of the prospect's industry and challenges. Practical Strategies for Gaining Attention Alan offers a practical framework he calls the Initial Value Promise.  It involves crafting a message that immediately signals relevance to the target prospect. This sales approach is based on the neuroscience behind the Reticular Activating System (RAS), which filters information based on its relevance to us. Navigating Rejections Always welcome rejections and see them as opportunities to reposition your efforts.  Alan advises that if a prospect says no, it's best to thank them and move on rather than trying to convince them otherwise.  Instead, focus your energy on those who find your value proposition relevant. “Relevance is the currency of value.” - Alan Versteeg. Resources Growth Matters International  The Catastrophic State of Sales Coaching Alan Versteeg on LinkedIn  Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill

In this episode of Getting to Aha!, Darshan Mehta is joined by Alan Versteeg, Global Chief Revenue Officer at Growth Matters. Join them as they discuss conveying customer value, the use of generative AI, and the role of empathy in sales. Alan also touches on the future of sales, and the role of sales managers.

Building a strong sales culture is crucial for driving consistent revenue growth and attracting top sales talent. However, several challenges can hinder this process for corporations. Here are some key obstacles, along with research to support them: 1. Misalignment Between Sales and Other Departments: Challenge: When sales goals are siloed from overall company objectives, it creates friction and distrust between sales and other departments like marketing, product development, and customer service. This lack of alignment can lead to inconsistent messaging, poor product-market fit, and ultimately, dissatisfied customers. Research: A study by CSO Insights found that only 42% of salespeople believe their marketing department is "highly effective" at generating qualified leads. 2. Lack of Focus on Customer Experience: Challenge: When the sales process prioritizes closing deals over building long-term customer relationships, it creates a transactional and unsustainable approach. This mindset can lead to high churn rates and damage the company's reputation. Research: According to a Salesforce report, 76% of customers expect companies to understand their needs and expectations. 3. Short-Term Focus and Pressure to Meet Quotas: Challenge: An overemphasis on hitting immediate sales targets can lead to unethical practices, poor product/service recommendations, and ultimately, customer dissatisfaction. This short-term mentality can also discourage investment in developing long-term customer relationships and employee skills. Research: A study by the Harvard Business Review found that a focus on short-term sales goals can lead to unethical behavior, such as pressure to misrepresent products or services. 4. Inadequate Coaching and Development: Challenge: Without ongoing coaching and development opportunities, salespeople struggle to adapt to changing market conditions, refine their skills, and stay motivated. This can lead to knowledge gaps, outdated techniques, and a lack of engagement with the sales process. Research: According to a study by the Sales Management Association, only 20% of salespeople believe their companies provide them with adequate sales training. 5. Unclear Recognition and Reward Systems: Challenge: Inconsistent or unclear recognition and reward systems can demotivate salespeople and fail to incentivize the desired behaviors. When rewards are solely based on closed deals, it discourages collaboration, knowledge sharing, and long-term customer focus. Research: A study by Gartner found that 74% of sales reps are dissatisfied with their current compensation plans.   About My Guest Alan Versteeg Meet Alan Versteeg, an engineer turned sales management expert. Initially skeptical about the sales world, Alan applied engineering principles of cause and effect to sales management, transforming his career. He co-founded Growth Matters, developing over 2,000 sales managers across 45+ countries and diverse industries. His company Growth Matters: https://www.growthmattersintl.com/  Alan's LinkedIn Profile https://www.linkedin.com/in/alanversteeg/   What We Discussed in this Episode on Mindset & Culture in Top Sales Teams - Key differences between average and top-performing sales teams. - How to cultivate a growth mindset in sales teams. - Practical strategies for developing a winning mindset. - Essential elements of a high-performing sales culture. - Creating a culture of collaboration and knowledge sharing. - Challenges in building a strong sales culture. - Trends shaping the future of sales.   **** Sign up for the Simply Human Newsletter (monthly email newsletter): https://simplyhuman.substack.com For show notes and past guests on the Growth Hacking Culture Podcast: https://www.peoplekult.com/podcast-work-culture Follow Ivan Palomino on Twitter: https://twitter.com/ivanpalomino_ Follow Ivan Palomino on LinkedIn: https://www.linkedin.com/in/ipalomino/ 

JD opens the show with his thoughts on who should've won the Conn Smythe Trophy (00:00). Kris Versteeg, two-time Stanley Cup Champion, details why Game 7 didn't go the Oilers' way,  which players most helped Connor McDavid along the journey, McDavid's decision to not come out onto the ice to accept the Conn Smythe, Matthew Tkachuk's legacy and Paul Maurice's triumph (9:00).  Later on, JD and the fellas weigh in on Scottie Barnes' massive contract extension with the Raptors. The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.   

JD opens with a chat about how the Stanley Cup and NBA Finals have mirrored each other through the first four games. Kris Versteeg, two-time Stanley Cup champion and creator of the Klevr app, discusses the psychological advantage from the Oilers scoring eight goals, how the team's role players led the way in Game 4, Connor McDavid and Matthew Tkachuk's series so far, the best runs from defensive centres in NHL history, and if Edmonton can claw back into the series (9:00). The show ends 'What We Missed!' The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.  

In this episode of "Consider the Constitution," Dr. Katie Crawford-Lackey interviews Dr. Mila Versteeg, a professor at the University of Virginia School of Law, about modern democratic governance and the role of constitutions. They discuss the differences between the U.S. Constitution and those of other countries, the importance of citizens in enforcing constitutional rights, and the challenges of maintaining fidelity to the Constitution in hyperpartisan environments. Dr. Versteeg emphasizes the significance of citizen engagement in safeguarding democracy.

Kris Versteeg, two-time Stanley Cup Champion and Creator of the Klevr App, discusses  the Edmonton Oilers winning formula, why the Dallas Stars fell short, Stuart Skinner's turnaround, Connor McDavid greatness, if the Oilers or Panthers will benefit more from the week off before the Stanley Cup Final and the nuances of the biggest stage (8:00). The show ends with 'What We Missed!' The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.   

Michael Versteeg joins the show for a wide-ranging conversation about ultrarunning. Timestamps:(0:52) - the story behind 2021 Cocodona 250 race report, Arizona trail running ambassadorship, countercultural tendencies(15:11) - more Cocodona 250 discussion - the direction the race is headed in, popularity, what makes it special, 2024 experience racing the likes of Harry, Jeff Browning, Arlen, Joe McConaughy, etc(34:26) - discussion about the sustainability of a competitive mindset and whether it interferes with mental health(59:57) - Saddles 100, philosophy about ultrarunning events, sponsorship, etc(94:26) - overall philosophy of living and building(141:20) - experience at the 2015 Ultramarathon Caballo Blanco (152:18) - experience at the Alaska Mountain Wilderness Classic(170:44) - inspiration from John Wesley Powell(180:09) - takeaways from the conversation, race directing ideas(200:01) - influence of parenthoodSponsors:Naak - use code SINGLETRACK20 at checkout on their website (https://www.naak.com/) to get 20% off your purchase.Rabbit - use code Singletrack20 at checkout on their website (https://www.runinrabbit.com/) to get 20% off your next order.deltaG Ketones - use code Singletrack20 at checkout on their website (https://www.deltagketones.com/SINGLETRACK20) to get 20% off your next order.Links:Follow Michael on Instagram, Saddles 100, Blog, Run Steep Get HighFollow Singletrack on Instagram, Strava, YoutubeKetone StudySupport the Show.

Gerk, Andrea www.deutschlandfunk.de, Büchermarkt

Albath, Maike www.deutschlandfunk.de, Büchermarkt

Kris Versteeg, two-time Stanley Cup Champion, joins JD to discuss the Maple Leafs hiring Craig Berube, what kind of change he can instill, his coaching nature, his big challenges, how coaches like Berube can relate to younger players, the Edmonton Oilers moving onto the Western Conference Finals, plus Elias Pettersson and Quinn Hughes (4:00). Later on, the gents get into the pair of NBA Game 7's over the weekend. The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.

JD lays out what went wrong, what we learned and what should be next for the Toronto Maple Leafs following another first-round playoff loss (00:00). Mike Futa, former NHL executive and analyst with Sportsnet, discusses Matthew Tkachuk's poke at the Leafs, how a front office goes about trading a player with a no movement clause, what Sheldon Keefe speaking to the media on locker clean-out day could suggest and an observation about the relationship between Brad Treliving and Brendan Shanahan (28:00). Kris Versteeg, two-time Stanley Cup champion and creator of the Klevr app, breaks down what locker-room clean out day is like, how the Leafs were sleeping on the series-winning goal, Sheldon Keefe's shortcomings, if Mitch Marner's criticism has been overblown, how the rest of the NHL views the Leafs and if Morgan Rielly should be on the trading block  (50:00). The show ends with Jays thoughts and 'What We Missed!'  The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.  

JD relays the temperature of Maple Leafs fans after a porous Game 4 showing. Kris Versteeg, 2x Stanley Cup champion and Creator of the Klevr App, gets into what the Leafs are lacking. How do the Leafs still not have an identity? Plus, organizational and locker-room accountability, betting on talent, taking pride in your role, coaching shortcomings, quantifying effort and the loser psyche (8:00). JD then tells his experience at the ballpark watching Shohei Ohtani dunk on Blue Jays nation (41:00). Joe Siddall, former catcher and Blue Jays Studio Analyst, discusses the struggling top of the order, how far pitching and defence can take a major league team, Vladimir Guerrero Jr. and Bo Bichette's lack of productivity, how Bichette can get back to his best self, how much coaching plays into hitting and judging the Jays record based on how they've played (50:00). The show ends with 'What We Missed!' The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.  

JD kicks things off discussing the stakes in the Leafs-Bruins playoff series. Kris Versteeg, two-time Stanley Cup champion, analyzes how Auston Matthews looks different in this year's postseason, the coaching chess match in the series, what to do with Mitch Marner, potential changes heading into Game 3 and the William Nylander mystery (8:00). Later on, JD then gives his thoughts on Ilya Samsonov's performance through two games before wrapping up with 'What We Missed!'The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.   

“I'm really fucking good at ignoring pain.” Michael Versteeg is a bad ass professional distance runner sponsored by Satisfy. Hear about him building tiny homes, why he walked off the Colorado Trail after completing over 400 miles, his musical tastes, microdosing and why he will never tape his nipples. David Valenzuela gives his best advice for making the thru-hike on the A.T. He talks about wearing sandals and all the lessons he learned on the trail. Barefoot Ted McDonald is the owner of Luna Sandals and pivotal character in the book Born To Run. Support Road Dog Podcast by: 1. Joining the Patreon Community: https://www.patreon.com/roaddogpodcast 2. Subscribe to the podcast on whatever platform you listen on. XOSKIN show code: Road Dog Listeners get a special 15% off at https://www.xoskin.us Squirrel's Nut Butter https://squirrelsnutbutter.com HAMMER NUTRITION show code: Roaddoglistener Listeners get a special 15% off at https://www.hammernutrition.com DRYMAX show code: Roaddog2020  Listeners get a special 15% off at https://www.drymaxsports.com/products/ Allwedoisrun.com Coppercanyons.com Michael Versteeg Contact Info: IG: https://www.instagram.com/michael.versteeg/?hl=en https://satisfyrunning.com Luis Escobar (Host) Contact: luis@roaddogpodcast.com Luis Instagram Kevin Lyons (Producer) Contact: kevin@roaddogpodcast.com yesandvideo.com Music: Slow Burn by Kevin MacLeod (incompetech.com) Licensed under Creative Commons: By Attribution 3.0 http://creativecommons.org/licenses/by/3.0/ Original RDP Photo: Photography by Kaori Peters kaoriphoto.com Road Dog Podcast Adventure With Luis Escobar www.roaddogpodcast.com

Kris Versteeg, 2x Stanley Cup Champion and Creator of the Klevr App, discusses how Sheldon Keefe and the Maple Leafs should approach game 82, William Nylander's quiet stretch run, if teams have a mental advantage against certain opponents, looking ahead to the Boston Bruins and the Leafs' psychological challenge (5:00). Sam McKee from The Real Kyper and Bourne chats about the Auston Matthews 70 goal chase coming down to the last game and how they feel about the Bruins matchup (36:00). JD gets into the Jays winning the series against the Yankees, his love for the Yusei Kikuchi, and Jordan Romano's return. The gents end with 'What We Missed!'The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates.    

Kris Versteeg, 2x Stanley Cup Champion and Creator of the Klevr App, foreshadows the Maple Leafs' playoff run with JD (10:00). Kris and JD get into Mitch Marner's importance to the powerplay, how important milestones are for teammates, what will help with post-season success, and the complicated Selke criteria. Sid Seixeiro, Breakfast Television Host, airs out his grievances; Why was Marner so mad at the media? Should the Leafs rest Auston Matthews down the stretch? How will Stefon Diggs be remembered in Buffalo? And should Vince Carter's jersey be retired in Toronto? (55:00). The views and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the position of Rogers Sports & Media or any affiliates. 

Alan Versteeg discusses the importance of training sales managers and the challenges they face in transitioning from salesperson to manager. He emphasizes the need for nurturing healthy pipeline, dealing with prima donna salespeople, and building a sales bench.   Alan also highlights the importance of changing mindsets in sales and the role of coaching in sales management. He stresses the need for sales managers to unlock the potential of their teams and the importance of selling with a noble purpose.   Alan concludes by emphasizing the need for investment in sales managers and their role in driving behavior change in sales.   Takeaways Sales managers need training to effectively transition from salesperson to manager. Nurturing a healthy pipeline and dealing with prima donna salespeople are key challenges for sales managers. Building a sales bench and recruiting top talent are crucial for sales teams. Changing mindsets and perceptions of salespeople is essential for success. Effective coaching and behavior change are vital in sales management. Chapters   00:00 Introductions 00:46 The Need for Sales Manager Training 03:23 The Importance of Nurturing Healthy Pipeline 04:17 Dealing with Prima Donna Salespeople 05:16 The Role of Culture in Sales Teams 06:22 Building a Sales Bench 07:48 The Role of Sales Managers in Recruiting 09:05 Dealing with Low Performers 10:03 Changing Mindsets in Sales 12:13 The Importance of Coaching in Sales Management 14:03 Changing the Perception of Salespeople 16:08 The Role of Sales Managers in Unlocking Potential 18:49 The Need for Effective Coaching in Sales Management 20:02 The Challenges of Sales Management 22:20 Investing in Sales Managers 24:09 The Need for Sales Management Development 25:22 The Importance of Behavior Change in Sales 26:38 The Role of Sales Managers in Coaching 28:09 The Importance of Sales Manager Involvement in Training 29:18 Conclusion   https://blog.thesaleswhisperer.com/p/alan-versteeg-sales-leader-training  Market like you mean it. Now go sell something.   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss YouTube — https://www.youtube.com/@TheSalesWhispererWes Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/ https://www.thesaleswhisperer.com/c/ipa