Your Intended Message

Be Different: Stand Out in a Crowded Market

How to Stand Out From Your Competition without Lowering Price

Episode 317 (Daniel is based in Florida) Repeat of episode 203

In this conversation with Daniel Den we explore:

• why being slightly different might leave you looking like everybody else
• how copycat competitors can destroy a temporary advantage
• the danger of building a me-too business
• how to stack differences that become difficult to copy
• why customer experience can become a competitive advantage
• how an ordinary book became an interactive box experience
• how a family of brands can reinforce your positioning
• why memorable names can add value to ordinary features
• how price competition signals a lack of differentiation
• why your ideal customer should influence your message
• how the wrong message can attract the wrong customers
• how to escape apples-to-apples comparisons
• why your offer itself can become a differentiator
• how to discover your own “Techron”
• how to make your competition increasingly irrelevant

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About our guest Daniel Den:

Daniel became fascinated with marketing and sales almost two decades ago. Today he is the co-creator of the X Factor Effect methodology where he and his team have helped over 20,000 students and clients grow their businesses. Daniel teaches that “Different is the new Better” and his framework includes nine pillars for differentiating your business so that you can become a market leader or category king or queen. 

Daniel Den is the author of the new book "Ideas That Influence," that was built to help business owners discover their own WILDLY SUCCESSFUL MARKETING IDEAS!

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Get your Big Ideas Box at 

https://www.bigideasbox.com/free-box-ideas-that-influence

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Key Lessons from this conversation with Daniel Den:

• Being a little different might not be different enough.
• Copying what works for competitors creates a “me-too” business.
• Stack several meaningful differences to make your business harder to copy.
• Differentiate the customer experience, not simply the product or service.
• Turn ordinary products into memorable experiences.
• Create a family of brands, products and features that reinforce each other.
• Build barriers to copyability instead of relying on one clever idea.
• Differentiate enough that customers can no longer make an easy apples-to-apples comparison.
• Competing primarily on price makes you easier to compare and easier to replace.
• Start differentiation with a clear picture of the customer you want to attract.
• Your ideal customer should be someone you actually want to work with.
• Adjust your positioning and message when you attract the wrong customers.
• Package and bundle services differently to escape commoditization.
• Give distinctive features, methods and experiences memorable names.
• Aim to make your competition irrelevant rather than simply trying to beat them.

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Communicate Like a Leader, Not a Technician

Stop Speaking Jargon: How Great Leaders Build Trust

Episode 316 (Gary is based in North Carolina) Repeat of 172

In this conversation with Gary Simonds we explore:

• why techni
• cal language often creates communication barriers
• translating expertise into everyday language
• using analogies to simplify complex ideas
• creating imagery that audiences remember
• asking listeners what they already understand
• listening before explaining
• confirming audience understanding
• building trust through clear communication
• preparing for difficult conversations
• avoiding the trap of speaking like an insider
• communicating across different areas of expertise
• helping audiences feel included instead of intimidated

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About our guest, Gary Simonds:

Gary is a neurosurgeon who created and developed a university-level neurosurgery department and residency training program at Virginia Tech and the Carilion Clinic in Virginia.

He has written three non-fiction books and a a recently released novel, Death's Pale Flag, focusing on professional burnout and building personal resilience.

Learn more about his books at

https://garyrsimonds.com/

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Key Lessons from this conversation with Gary:

• Communication succeeds only when the audience understands your message.
• Technical jargon often creates distance instead of credibility.
• Ask your audience what they already understand before explaining.
• Listen before you teach.
• Translate expertise into plain English.
• Analogies and imagery help people grasp complex ideas.
• Create mental pictures instead of reciting technical facts.
• Confirm understanding instead of assuming it.
• Slow down during important conversations.
• Stay focused on the audience's concerns rather than your own agenda.
• Prepare your explanation before entering important conversations.
• Great communicators build trust through clarity, not complexity.

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Silence Is Your Strongest Presentation Tool

How Strategic Pauses Make You a More Confident Speaker

Episode 315 (Solo show featuring George Torok)

In this Episode we explore:

• why silence is a powerful communication tool
• how pauses project confidence
• capturing attention before speaking
• building anticipation with strategic silence
• adding drama to stories
• giving audiences time to think
• allowing laughter to happen naturally
• answering questions more thoughtfully
• emphasizing important messages
• eliminating filler words
• regaining audience attention
• encouraging audience participation

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George Torok is known as the Speech Coach for Executives because he helps senior exercutives deliver Superior Presentations.

Learn more about the coachng and training programs at:

https://superiorpresentations.net/

https://speechcoachforexecutives.com/

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Key Learning Points from this Episode:

• Tactical pauses make speakers appear more confident and composed.
• A pause captures audience attention more effectively than speaking continuously.
• Strategic silence builds anticipation before an important message.
• Pauses add drama and make stories more memorable.
• Audiences need thinking time to absorb important ideas.
• Humor works better when speakers allow time for laughter.
• Pausing before answering questions improves the quality of responses.
• Placing pauses before and after important phrases adds emphasis.
• Replacing filler words with silence creates a stronger speaking style.
• Well-timed pauses help regain audience attention.
• Silence encourages audience participation after asking questions.

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Stop Selling Features: Start Selling the Problem

The Five-Step Storytelling Framework for B2B Sales Success

Episode 314 (Bruce is based in near Seattle) (repeat of #171)

In this episode we explore:

• why inconsistent messaging hurts sales
• identifying the right buyer before crafting the story
• the difference between users and decision makers
• naming problems in memorable language
• helping buyers recognize hidden problems
• quantifying the cost of doing nothing
• creating a compelling desired outcome
• introducing solutions at the right time
• guiding buyers toward clear next steps
• common storytelling mistakes business leaders make

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About our guest, Bruce Scheer:

His company has been on Delloite's fastest growing private companies 3 years in a row. He has won multiple b2b campaign of the year awards. His book achieved Amazon #1 Best Sell status across 5 categories.

Get your copy of his books here  https://inspireyourbuyers.com/books/

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Key learning points from this conversation with Bruce Scheer:

• Random sales conversations create random business results.
• Every organization needs a consistent customer narrative.
• Begin by identifying the right target organization and decision maker.
• Solve the buyer's problem—not the user's problem.
• Name the problem in simple, memorable language.
• Help buyers see the cost of leaving the problem unsolved.
• Paint a vivid picture of the desired outcome before discussing your solution.
• Sell the concept before selling the product.
• Focus on the buyer journey instead of product features.
• Avoid common storytelling traps that prevent sales teams from aligning.

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What You Say is Not What They Hear

What is the Difference Between Your Intended and Unintend Message?

Episode 313 (Solo show featuring George Torok)

In this episode we explore:

• why your whole message includes more than the words you intend to send
• four reasons your intended message might not get through
• why clarity in your head does not guarantee clarity for the listener
• how beliefs and past experiences filter what people hear
• how emotional state changes the meaning people receive
• why setting and delivery method influence interpretation
• how recent events can reshape audience receptiveness
• why unintended messages act like static around your main point
• how vocabulary and grammar influence credibility
• how body language can contradict spoken words
• how pace, pitch and inflection alter meaning
• why missing information can distract listeners
• how audience engagement strengthens communication
• how to reduce unintended messages before they sabotage your intended message

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Your Host, George Torok:

Is known as the Speech Coach for Executives because he’s been coaching executive leaders to convey their messages with more confidence and success for 30 years.

For 19 years, he hosted the radio show, Business in Motion, interviewing over 600 business and community leaders. As host of the podcast, Your Intended Message, he has interviewed communication specialists from 16 countries.

George is co-author of the national bestseller, Secrets of Power Marketing, and contributed to 12 other books. His articles have been featured in magazines around the world, and he’s written over 2,000 blog posts.

An adventurer, he’s visited over 30 countries on five continents and has run 12 marathons.

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Key Lessons from this episode:

• Your whole message includes both the message you intend to send and the unintended messages that travel with it.
• Clarify your message before you speak. A message that feels clear in your head might become confusing when converted into words.
• Your intended message can fail because people were not listening, did not understand you or did not believe you.
• Communication requires several translations: from the thoughts in your head, into words, through the listener’s filters and finally into meaning in their mind.
• Your audience filters your message through beliefs, past experiences, emotional state, setting, perspective and recent events.
• Recent experiences can influence how people receive your next message. An unresolved issue might block acceptance of a new idea.
• Unintended messages create communication static that can blur, weaken or contradict what you meant to convey.
• Vocabulary and grammar send messages about clarity, credibility and professionalism beyond the literal meaning of your words.
• Body language and voice can support your intended message or create doubt when they conflict with your words.
• The method of delivery matters. Email, phone, video, coffee conversation and boardroom discussion each shape how a message is received.
• Missing information can distract listeners when you raise a question but fail to answer it.
• Audience engagement strengthens the message. Reading slides or text can weaken connection and reduce attention.
• Distractions exist in the room, on the screen and inside the listener’s mind.
• Effective communicators pay attention not only to what they intend to say, but also to the unintended messages attached to their delivery.

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Culture Isn't an HR Program—It's Leadership in Action

How to Build an Intentional Workplace Culture

Episode 312 (Michael is based in Ontario, Canada, repeat of #162)

In this conversation with Michael Grochmal we explore:

• why every organization already has a culture
• the difference between intentional and accidental culture
• how everyday behaviors define organizational values
• building customer service into company culture
• recognizing employees in meaningful ways
• creating belonging for remote employees
• using handwritten notes to strengthen relationships
• learning from other successful organizations
• why leaders should experience their own customer journey
• how culture books reinforce organizational identity
• creating accountability through agreement
• why people need to understand the purpose behind expectations
• building a learning organization
• making culture part of everyday leadership

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About our guest Michael Grochmal:

Michael is Director of Culture for CEO Global Network. He's been a member for 14 years. 

Before selling the company. he was President of AtlasCare for 12 years.

Learn more about CEO Global Network 

https://ceoglobalnetwork.com/

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Key points from this conversation:

• Company culture exists whether you intentionally create it or not.
• Culture is simply an agreed set of behaviors and expectations.
• Leaders should build culture by design rather than by accident.
• Every action communicates a message to employees, customers and suppliers.
• Small, consistent behaviors reinforce organizational values.
• Employee recognition becomes meaningful when it is personal.
• Leaders should regularly experience their business as customers.
• Culture grows stronger when people understand the "why" behind expectations.
• Remote employees require intentional efforts to feel connected.
• Learning organizations create stronger leaders and stronger cultures.
• Company culture belongs to everyone, not only the CEO.
• Celebrating success reminds people that their work matters.
• Accountability begins with shared agreement rather than imposed control.
• Great cultures continuously evolve through observation, learning and refinement.

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Stop Sending Emails You'll Regret

How to Avoid Toxic Emails and Proptect Your Reputation

Episode 311 (repeat of #134, Liz is based in L.A.)

In this conversation with Liz Danziger we explore:

• why writing begins with thinking
• defining your purpose before writing
• identifying the reader's priorities
• choosing the right communication medium
• avoiding emotional emails
• writing persuasive business messages
• reducing email length
• placing your request where readers see it
• improving credibility through grammar
• using appreciation to increase response rates
• editing before sending
• the three Ps: purpose, person and point

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About our guest, Liz Danziger:

Liz is the author of four books published by major publishers including the business writing guide, "Get To The Point".

She has decades of experience in helping teams to write clearly and confidently.

Follow her on Linkedin https://www.linkedin.com/in/elizabethdanziger/

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Key Learning Points:

• Most writing problems begin before the first word is written.
• Define your purpose before you begin writing.
• Know your main point before you start typing.
• Always write with the reader in mind.
• Business writing serves three primary purposes: inform, request or persuade.
• Keep emails short and focused.
• Place your main request near the beginning of the email.
• Repeat the request at the end of the email.
• Match your writing style to your reader's preferences.
• Avoid emotional emails whenever possible.
• Read every important email aloud before sending it.
• Apply the "You Idiot Rule" to test the tone of an email.
• Grammar mistakes reduce credibility.
• Long emails are rarely read.
• Separate detailed information into attachments when appropriate.
• Thanking people increases the likelihood of a positive response.
• Purpose, Person and Point provide a practical framework for better communication.
• Shorter sentences improve readability.
• Reread every message before sending.
• For important messages, wait before editing whenever possible.

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What Greek Mythology Teaches About Leadership

Charisma, Ethics and Influence: Lessons from Ancient Greece

Episode 310 (Scott is based in New York City)

In this conversation with Scott Mason we explored:

• how charisma can be developed rather than inherited
• why Greek mythology still offers practical leadership lessons
• using mythological avatars as personal development tools
• the connection between ethics and influence
• how leaders shape organizations through personal identity
• the difference between charisma and entertainment
• creating curiosity as a communication strategy
• the four foundational elements of charisma
• why meaningful messages attract and repel people
• discovering and developing your charismatic strengths
• self-actualization and leadership growth
• communicating with purpose and authenticity

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About our guest, Scott Mason:

Scott is a graduate of Columbia Law School and worked as legal counsel & a senior executive with government and nonprofit organizations for a quarter of a century.

Scott's insights on Greek mythology and business success have appeared in book compilations and online magazines and blogs; he additionally was the founding host of the Greater New York City area's official podcast for Toastmasters International, the world's largest public speaking organization.

Connect or follow Scott:

https://www.linkedin.com/in/themythslayer/

https://www.myfreedomrocks.com/

https://www.youtube.com/@Myth_Slayer

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Key Lessons from this conversation with Scott Mason:

• Charisma is a learnable skill, not a trait reserved for a gifted few.
• Effective communicators develop charisma in ways that fit their personality and circumstances.
• Greek mythology provides powerful metaphors for leadership, resilience and personal growth.
• A personal mythological avatar can serve as a guide for decision-making and self-development.
• Leadership begins with understanding the stories and identities we assign to ourselves.
• Businesses often reflect the beliefs and self-image of their leaders.
• Entertainment and charisma are not the same thing.
• Strong communication combines presence with a clear message.
• Curiosity is a powerful communication tool that keeps audiences engaged.
• Ethical influence creates stronger and more sustainable leadership.
• Charisma often attracts supporters while also creating resistance.
• Growth requires moving beyond easy challenges and confronting meaningful obstacles.
• Leaders should focus on developing their strengths rather than obsessing over weaknesses.
• Every person possesses unique "charismatic gemstones" that can become their greatest communication assets.
• Self-awareness and authenticity are essential foundations of lasting influence.

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Trust Your Gut? What Neuroscience Reveals About Intuition

The Four Types of Intuition Every Leader Should Understand

Episode 309 (Sunil is based in London, Ontario)

In this conversation with Sunil Godse we explored:

• the science behind intuition and decision-making
• how intuition operates through the subconscious mind
• why trust is essential for business success
• the connection between intuition and leadership
• recognizing personal intuitive signals
• positive and negative intuition cues
• experiential intuition and learning from experience
• relational intuition and building trust
• situational intuition and reading environments
• creative intuition and taking calculated risks
• balancing intuition with logic and data
• why entrepreneurs often ignore intuitive warnings
• identifying intuition through past decisions
• overcoming fear to act on intuitive insights
• the opportunity cost of ignoring intuition
• strengthening intuition through deliberate reflection

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About our guest, Sunil Godse:

Sunil's intuitive branding services helped a struggling $400,000 company earn $3.5 million in just over 2 years.

He is the author of two books, "Gut: What it is. How to trust it. How to use it." and "Fail Fast. Succeed Faster".

Learn about about his intuitive branding services at https://sunilgodse.com/

Buy his books https://sunilgodse.com/books/

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Key  points from this conversation with Sunil:

• Intuition is not mystical; neuroscience research suggests it operates through the subconscious mind.
• Intuitive processing can begin within milliseconds before conscious awareness.
• Trust is built through intuition and plays a major role in business success.
• Every person receives intuitive signals, but those signals are unique to the individual.
• Positive intuitive signals encourage action, while negative signals warn against potential problems.
• Intuition draws upon a lifetime of experiences stored in the subconscious.
• Four forms of intuition influence decision-making: experiential, relational, situational, and creative intuition.
• Experiential intuition relies on accumulated knowledge and past experiences.
• Relational intuition helps determine whom to trust and collaborate with.
• Situational intuition evaluates the environment and circumstances around a decision.
• Creative intuition encourages people to pursue opportunities that may appear risky to others.
• Many business failures occur when leaders ignore their intuitive warnings.
• Trust within organizations increases engagement, productivity, and loyalty.
• Employees become stronger contributors when they feel trusted and respected.
• Effective leaders balance intuition, emotion, and rational analysis.
• Reviewing past successes and failures helps identify personal intuitive signals.
• Intuition grows stronger when people consciously reflect on their experiences.
• Acting on intuition often requires courage because the path forward may be uncertain.
• Fear frequently prevents people from following intuitive guidance.
• Successful entrepreneurs often combine data with intuition rather than relying exclusively on either.

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Get Sales and Marketing on the Same Page

The Hidden Cost of Sales and Marketing Silos

Episode 308 (Gary is based in Florida)

In this converation with Gary Garth we explored:

• why sales and marketing frequently become disconnected
• the danger of measuring different goals within the same company
• how shared revenue targets improve collaboration
• the value of placing sales and marketing teams closer together
• using customer objections to strengthen marketing content
• creating effective sales enablement materials
• building feedback loops that improve lead quality
• measuring what matters throughout the sales funnel
• integrating sales and marketing technology platforms
• understanding customer motivations and buying behavior
• evaluating customer lifetime value
• mapping the customer journey to uncover growth opportunities

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About our guest, Gary Garth:

Gary is a serial entrepreneur, founder and CEO of https://elev8.io/

He's authored the zero to 100 million sales blueprint book, and the Goals Grit and Greatness Planner.

He's been featured in Inc, Forbes, Success and many other prominent publications as a serial entrepreneurs since 2002.

Gary has started and successfully exited six companies, including large outbound sales, call centres, radio advertising networks, and an award winning eight figure, digital marketing agency.

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Key points from this conversation with Gary:

• sales and marketing often operate with different priorities, language, and measurements
• leadership must create alignment by focusing both departments on revenue outcomes
• shared KPIs reduce finger-pointing and encourage collaboration
• regular communication between sales and marketing improves performance
• sales teams provide valuable customer intelligence that marketing can use
• marketing content becomes more effective when it addresses real customer objections
• understanding the customer journey requires input from both sales and marketing
• measuring the entire funnel reveals where opportunities and problems exist
• feedback loops improve lead quality and marketing effectiveness
• customer lifetime value provides a better perspective than focusing only on lead volume
• technology systems should be integrated to improve visibility and collaboration
• mapping the customer journey exposes opportunities for growth, upselling, and referrals

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