Episode 13: Here’s The Secret To The Perfect Sales Moment (Part 2)

Episode 13: Here’s the Secret to the Perfect Sales Moment (Part 2)

  • May 28, 2018

CEO and author J.B. Wood believes that with the right data, you can put the right offer in front of the right buyer at the right time with a high degree of accuracy. Has he discovered the recipe for the perfect sales moment?J.B. explains this four-stage maturity model and gives you the secret to a never ending cycle of building accounts

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Episode 11: What Is Social Selling? (Hint: It’s Not The Same As Social Media)

Episode 11: What is Social Selling? (Hint: it’s not the same as Social Media)

  • February 2, 2018

Do you look as good online as you do offline? In the latest Voice of Value episodeSocial Selling Guru Jill Rowley gives us tips to increase our social network bank accounts by making Digital Deposits that are valuable to our clients, contacts, and partners. Jill lives the ABCs of Social Selling, which are Always Be Connecting (and Curating) Content. She says Social Selling is one of the most important tactics a salesperson can employ, but it is one of the most misunderstood concepts in the industry today.

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Episode 8: From Relay Race To Rugby Scrum: The New Dynamic Of Sales, Marketing, And Customer Success

Episode 8: From Relay Race to Rugby Scrum: The New Dynamic of Sales, Marketing, and Customer Success

  • June 29, 2017

In this episode, Steve Silver compares sales, marketing, and customer success to a relay race: marketing begins the race by warming up a lead, passes the "baton" to sales, who passes it onto customer success. But this model, Steve says, is the old way. We're experiencing a transformation, where marketing, sales, and customer success no longer interact in a sequential manner, running the customer journey one after the other. Instead, it’s evolving to work like a rugby scrum: all three organizations running concurrently, supporting each other toward the common goal of retaining and growing the customer.

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Episode 7: The Neuroscience Of Trust

Episode 7: The Neuroscience of Trust

  • June 7, 2017

Trust is a critical factor in building high-impact and lasting customer relationships. But sometimes, trust can be elusive. Have you ever wondered why it's easy to build trust in some relationships, while in others, trust is more difficult to establish? To learn more about the neuroscience of trust, we invited author and researcher, Paul Zak, onto the podcast. Paul is the author of Trust Factor: The Science of Creating High-Performance Companies. Through the lens of neuroscience, Paul studies how to improve business outcomes.

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Episode 6: A SWAT Team Mixing Baby Bottles & An Outward Mindset

Episode 6: A SWAT Team Mixing Baby Bottles & An Outward Mindset

  • April 19, 2017

As a Captain at the Kansas City Police Department, Charles "Chip" Huth has addressed high-risk situations that most of us confront only in movies and crime television. But it hasn't all been Hollywood glamor. In his early days as captain, Chip's squad received the most complaints for search warrants in the department--even though they were executing proper behavior. Chip talks to Voice of Value host Chad Quinn about how a mindset shift eliminated search warrant complaints for six years, led to his team mixing baby bottles during a house search, and why he now turns the barcodes up for the cashier at Target. Read more of his story in The Outward Mindset by The Arbinger Institute.

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Episode 5: Oprah, Girl Scouts, And Black Swans

Episode 5: Oprah, Girl Scouts, and Black Swans

  • March 9, 2017

What can business leaders learn from an FBI hostage negotiator? Chris Voss is here to tell us. As a former FBI hostage and kidnapping negotiator, Voss has stories that could compete with the best crime and detective TV shows. Voss grew up in a small town in Iowa and was inspired by the cool demeanor of detectives in the police force who could handle negotiations with poise and calm. For 24 years, Voss worked for the Federal Bureau of Investigation leading international crisis and high-stakes negotiations. After his time at the Bureau, he went on to apply his expertise in negotiation to the business world. He teaches business negotiation in the MBA program at University of Southern California and Georgetown University and is the author of Never Split the Difference: Negotiating as If Your Life Depended On It. Voss talks to Voice of Value host Chad Quinn about how to uncover a black swan, why getting someone to say "that's right" is the key to negotiation, and how to discover the decision maker and deal killer in business conversations.

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