Your Intended Message

How to be authentic with your marketing and sales: John Golden

Authenticity in your marketing and sales conversations

How you can excel when the bar is set so low

Episode 220 (John is based in California)

In this conversation with John Golden we explore:

• How to start an authentic relationship with your prospects
• How to research before the first contact
• How to create intellectual curiosity
• How much research do you need - not much
• How to leverage your customer success stories
• Present your vulnerability to build trust
• Staying in touch with your customers
• How to establish your communication cadence
• Where does automation ad AI fit into relationships
• The critical role of active listening
• Why lean on your CRM

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About our guest, John Golden:

John is Chief Marketing & Strategy Officer at Pipeliner CRM.

He is an author, speaker and host of Sales POP! podcast,

You can learn more about Pipeliner CRM and take the free trial at:

https://www.pipelinersales.com/

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Excerpts from this conversation with John Golden:

I think there's a few things, George, and one of them, I think, is, is authenticity. I think that is one of the biggest areas that you can focus on now.

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Oh, customer success stories, 100% and I think this is where sometimes we forget. It seems so obvious, right? But when I engage personally, when. I engage with another salesperson, right? Or somebody selling something to me?

Yes, you know, I'm interested in what they can do for me, what I'm really interested in what they've done for other people, because that's where it is.

Because, let's face it, we all know that anybody who's brought a product or service to market, you always know that customers end up using it in ways that you could never imagine, right?

And they do things differently, not how you see and therefore learning about what you have done with other people, that is great information for for somebody, for prospect you're engaging with, and that's what I love. I want to hear the things that they've done with other people, how they helped other companies, how they helped other individuals. 

And those stories and and we all come from, I mean, culturally, we all kind of come from storytelling traditions, you know, certainly I did, you know, in Ireland, and that's what resonates with people, is stories.

And now you take yourself out of the equation a little bit, and you put, you put your customer, and you say, You know what their issue, what their solution? And then, and here's the nice thing, is, like, you should be enthusiastic and say, and then they did this, or they asked us to do this, right?

They said, hey, if your product could just do this one other thing, and, you know, something, we went back and we discovered, yeah, that's something that would benefit everybody. And then we immediately, you know, implemented it in a way.

So this, there's so much richness in talking about your customer success story.

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Listen because you'll miss the point: Julian Treasure

Listening is a skill that can and must be learned to be more successful

Episode 219 (Julian is based in the Orkney, off the North Coast of Scotland)

In this conversation with Julian Treasure we explore:

• How listening helped our survival for thousands of years
• Why listening seems so difficult and is ignored
• The difference between hearing and listening
• Why we seem to focus more on speaking instead of listening
• Listening as a skill that needs to be learned and developed
• The inverse relationship between emotion and listening
• How to have respectful conversations with people who disagree with
• Why is listening more difficult the more senior you become in an organization
• Why diversity of perspective and opinion is valuable

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About our guest Julian Treasure:

Julian Treasure is an author and international speaker on sound and communication skills. His five TED talks have been viewed over 150 million times and his book “How To Be Heard” won both Audie and SOVAS awards for best business audiobook. His company The Sound Agency has been helping major global brands to improve their sound since 2003.

Learn more about Julian and his programs at 

https://www.juliantreasure.com/

Books by Julian Treasure

https://www.juliantreasure.com/books

https://www.juliantreasure.com/books

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Excerpts from this conversation with Julian Treasure:

Most people don't even understand that listening is different from hearing. Hearing is a capability. Listening is a skill. It's a skill you can practice and master, and if you do that, you can gain huge advantages in your life. Because the sad truth is, most people don't listen.

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To me, listening is the foundational skill of all of our communication. It's primal, it's critical, and yet we seem to have forgotten about it.

We don't teach it in school, which is mad when you think about it, because if you taught children first how to listen really well, how much more of their education would they absorb and retain than they do now.

Where they're struggling in classrooms built by architects who don't listen, the children can't hear very much a great deal of the time. And if they can hear it, are they actually listening? Not really, because they don't know how to do that.

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The foundation of my work really is that these skills, speaking and listening, have profound effects on three very important things, our happiness, our effectiveness and our well being.

So dear listener, if you don't care about any of those three things, don't bother.

But if those things are important to you, and I rather suspect they are, it really is worth opening these doors to whole new worlds of capability, skill, and, you know, transformed outcomes in those three domains, your happiness, your happiness, your effectiveness and your well, being powerfully affected by how will you speak and how will you listen?

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Clear the Marketing Bottlenecks: Marcus Schaller

Target your marketing specific to one person

Episode 218 (Marcus is based in Ohio)

In this conversation with Marcus Schaller we explore:

• How bottlenecks vary from small to large companies
• The reality of limited time, energy and money
• The misunderstanding of how to scale
• Measuring the wrong parameters on social media
• Clarifying the ideal customer
• How customer service can align with your marketing messages
• How compensation criteria contributes to internal conflicts

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About our guest, Marcus Schaller:

Marcus has over 20 years experience as a marketing strategist, coach and copywriter.

His experience includes creating messaging strategies and campaigns for several industries, including B2B, technology and SaaS.

Learn more about Marcus and the marketing services he offers

https://marcusschaller.com/

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Excerpts from this conversation with Marcus Schaller:

How does one decide which way to go? And how many directions should we be going in?

Oh, another really good question, George. Again, dependent on situation, I think the mistake is what not to do is to constantly "Chase every new shiny object".

Now, I think in terms of smaller businesses, that tends to be where my head's at, that's the clients that I tend to work with as a coach. So it's like I'm thinking in terms of your one, or one or two people, or maybe even five or six, it's a small team, you only have so much, again, resources, time, energy money.

The other thing to think about too, is that not only does it spread out too thin trying to do everything, which is just a it's a physics, it's a math equation at that point.

If you think about as a solopreneur, or as an entrepreneur, with a small team, there are certain things that you have certain talents.

You have a background in radio, it makes perfect sense that you would do a podcast, it would be ridiculous for you not to right now.

Would it make sense for you to do something that let's say TicTok and I'm not sure if you're on. But let's say you don't really like being on social media, you don't like TikTok? You don't enjoy? You don't consume it, you don't scroll through it every day.

Does that make sense to us? Probably not. So I think it really starts with the person running the business, if it's a small business, and even with a larger company, do you have the staff? Do you have the team to be able to support multiple, they're going off into multiple directions. And it's kind of that classic problem where there's no actual focus, and they're not really getting any impact? And then of course, you have to integrate that with like, where's your audience?

So if it turns out that you find out that, let's say you personally don't like using YouTube, I know that's not true. But let's say you don't like YouTube, but you find out that that's where the majority of your potential is. You might have to just figure it out.

But I think it really starts with go with your strengths, because there's certain things that we're just good at, and why wouldn't we leverage that as much as possible?

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Your brand is not really up to you, we can design what we want our brand to convey. Again, your intended message of your brand, can be something we sit down and we design and this is our intention of what we want to communicate, but ultimately the brand is how your audience and how your customer base sees your company.

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When is rage good? Myke Merrill

You can't do everything but you can do something

Episode 217 (Myke is based in New York state)

In this conversation with Dr. Myke Merril we explore:

• How do we perceive reality
• What does it mean to be emotional?
• The power of saying, "Tell me more about that"
• Emotions are not good nor bad, it's what you do with it
• How can anger be constructive
• How to change a reaction to a response
• Four words to eliminate from your speaking

About our guest:

He has written 28 books to make his wealth of knowledge and insights widely available.

Dr. Mike has two mottos of life. One, be constantly curious, learn something about everything, frequently use the expression, tell me more.

And to I cannot do everything, but I can do something. So I will do that.

Learn more about his book and services

https://whydopeopleactthatway.com/

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Excerpts from this conversation with Dr. Myke Merrill:

Tell us a little bit about what is this thing that we call reality?

That is a tremendous philosophical question. But it's also a biological question. How a person how every human being perceives the reality in which they are personally immersed, there isn't a reality of what's happening and some star somewhere 400 light years away.

The reality is, that's not a part of our reality. But when I'm driving along, and somebody cuts me off, that is part of my reality. And the question then is, how do I perceive that moment? Is that an aggressive moment? Or do I have compassion in that moment? Is it somebody who just wet their pants and are trying to get to a bathroom really badly? And they're not thinking about anything else?

Or did they just get fired from work? And they're pretty much at the end of their rope. I mean, I don't know what's going on. But my reality is the journey I'm on.

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But a starting point is it's either a reaction or a response. A reaction is unplanned, spontaneous, and usually less or uncontrolled. A response is reasonable, mature, experienced, and and has a plan. They're both emotional. They're both emotion, emotion is both sides.

But if you have a reaction, can you shift that to a response? Can you say, I know I just gave you the finger because you pulled in front of me. Let me back that up just a little bit.

Because I'd like to take a different course here, or you're in an argument with your your management team and your business. And some new startup comes in with some wild idea. And you immediately trashed the person, not the idea. And to be able to that was my reaction, and to be able to say, I just reacted there, and I don't want to do that. Let me pull that back.

And let me respond, not react. Both of those are emotional, both are intense. loads, it really matters what we're talking about here. But I'm going to respond instead of react. So emotion for me became either the reaction or the response, linking my perceptions to my motivations, and their interactive.

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12 Secrets from David Copperfield

12 Secrets from David Copperfield to help your Business

In this episode, your host, George Torok reveals these secrets that he learned while assisting David Copperfield on stage at the MGM Grand in Las Vegas.

George Torok helps executives deliver their high value presentation more effectively. Naturally he studies other presenters and performers to learn from their techniques and styles.

He observed David Copperfield up close and uncovered these gems in his performance that apply to business communication.

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Excerpts from this podcast

David Copperfield - live at the MGM Grand Hotel Las Vegas! You might be fascinated to know what I discovered behind the curtain. I was lucky enough to assist him with one segment of his show. Of course I was sworn to secrecy and cannot reveal the magic behind that trick.

Watching a master at work inspired me to do more than just watch - to observe and learn. I can reveal to you the secrets of David Copperfield that you can apply to your business.

What are those 12 Secrets?

There is no magic

Illusion is more powerful than reality

People believe what they want

The audience is always right

Preparation is everything

Prepare for the unexpected

Believe in people

Offer them hope

Make it fun

Be vulnerable

Don't be seduced by technology

You don't need a cape.

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Product Launch with KickStarter: Aurora Winter

10 Lessons to launch your product on KickStarter

Episode 215 (Aurora is based in Vancouver, Canada)

In this conversation with Aurora Winter we we explore:

• Why is Kickstarter a good place to launch your new product?
• The nature and importance of the KickStarter community
• What are the benefits to those who pledge their support?
• What types of creative products can be launched?
• The appeal of being part of a community of creators
• Raising money is only part of the benefit to creators
• How else can authors make money?
• Appreciating the love of reading.

About our guest and offer:

To participate in the book launch, visit this site before July 16, 20224

https://magicmysteryandthemultiverse.com/

After this date, you can still visit this url for the latest on this series of fantasy books from Aurora Winter.

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Excerpts from this conversation with Aurora Winter:

The quick summary on Kickstarter is that it is it is a crowd funding platform that is specifically oriented for supporting the creation of new products.

So that would include books, but it also could include a backpack or a watch or a new kind of jacket or glasses, and or jewelry. So many creators have fun or even a film, many creators have funded their project on Kickstarter.

Kickstarter is distinct from other crowdfunding platforms. It's not like a GoFundMe, it's not please, please, please, I need money, it's more, I have this exciting idea. It's so wonderful. And I would really like to give you the opportunity exclusively to get this hot off the press before it's available to the general public.

And usually, you will also get something different and distinct from what is available for the general public.

So people who like first editions, people who want signed editions or they want something collectors, Kickstarter is really great for that. And one more thing I learned about Kickstarter, and I've a number of things to share.

But one other thing that people might like to know is Kickstarter is your first stop, it doesn't take away from selling your product on Amazon or wherever you might sell it. But if you go to Kickstarter, first, you offer that exclusive window, and you don't have to ship the following day.

So you can use the funds to create your movie, or to finish, you know, your design of the book cover. In my case, my book is already done. So that wasn't the case.

But Kickstarter does give you the opportunity for a little window of time to finish your creative project. Like my son did a video game on Kickstarter.

So it's something and it's something that's, I think, really exciting and fun, because you get to meet the creators.

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Leadership Secrets from Dog Training: Brady Foulk

Leadership lessons from dog training

How can you lead your team like training a dog

Episode 214 (Brady is based in Austin, Texas)

In this conversation with Brady Foulk we explore:

• What dog training has in common with leadership skills
• How to understand their world - the dog or your team
• Connect and build new patterns of behavior
• The importance of along time
• How to allow a safe place to cool off 
• Pavlov's lessons of classical conditioning still applies to people and dogs
• How to associate desired behaviors with rewards
• The freeze, flight or fight response
• The misuse of anger and punishment in training

About our guest, Brady Foulk:

A passionate and knowledgeable dog trainer whose expertise transcends conventional boundaries.

With a rich tapestry of experience and certifications in Dog training, Lifestyle Coaching, NLP (Neuro-Linguistic Programming), and ABA therapy. Brady, at 29, has dedicated the last 6 years of his life to crafting the perfect canine companions.

Whether it's honing the skills of service dogs or instilling a sense of calm and security in emotional support animals, Brady's holistic approach resonates deeply with every furry friend and their loving owners, fostering a harmonious and enriching bond.

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Join the dog training community.

https://www.newdirectiondogtraining.com/free-community1

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It's not about giving your people dog treats. It's more about understanding their perspective and seeking to direct their behavior.

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And I want your audience to know if you have a dog, you're in the right place. We're going to talk about some dog training tips and tricks, I got lots to share.

And yeah, if you don't have a dog, I want you to know, you're also in the right place. We're gonna talk about effective, elegant leadership, we're gonna talk about how it applies to your business and how it applies to your life.

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And so let's address the issue of punishment. Yeah. When does punishment fit and what are relevant punishments do we do we take a rolled up newspaper and hit the dog on the nose?

Yeah, I don't believe in physical punishments. I feel like there's we've evolved to a point where we can communicate more effectively. It's like it's not appropriate for me to hit you. If I get mad at you. I have to figure out how to communicate to you to work with you. And most of the time, you probably don't feel heard.

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Career Success Depends on your Communication Skills: Ty Hoesgen

Advance your career success with better communication skills

Simple steps to become an effective communicator

Episode 213 (Ty is based in Toronto, Canada)

In this conversation with Ty Hoesgen, we explore:

• The lack of proper communication skills for students
• The danger of depending only on your technical expertise
• Communication is a learnable skill
• Even shy, clumsy introverts can learn how to communicate
• Why people start talking before they speak
• The importance of relevant structure and organization
• Coaching your team to improve
• How to use the PREP structure (Point, Reason, Example, Point)

About our guest, Ty Hoesgen:

Ty Hoesgen grew up as a shy, awkward farm kid near a town of 800 people. He's the author of "Elite Communication Skills".

You can take the free course, "Speak like a Confident Leader in 7 Days:

at https://howtospeakbetter.com/

Follow at https://www.instagram.com/tyhoesgen/

Connect at https://www.linkedin.com/in/tyhoesgen/

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Excerpts from this conversation with Ty Hoesgen:

There's a famous scene from the show The Office, if any of your listeners have seen the office, and it's Michael Scott, who is the head boss there, and he says, Sometimes I just start a sentence. And I don't really know where it's going. But I just hope I find it along the way.

And that's what a lot of people seem to do, especially in the corporate world, when it matters the most, to be clear, to have people understand, to be persuasive to be powerful.

And so one of the biggest mistakes is just having no structure, no organization, in the way that you are explaining something, you're just rolling the dice and hoping for the best when you open your mouth.

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So how can someone better structure their message?

 

This is something that should absolutely be taught in schools structuring your message. So first, what is your intended message? This is something that you should know, before you start speaking. I teach a framework that a lot of my clients find very easy, and they find it very useful.

It's called the PRP framework. So it's point. Reason. Point. It's very simple. If you get asked a question, you start with your main point first.

So your intended message first, what's really the main thing you want them to know? Then the reasons so why do you think this? Where did this point come from? Why do you believe this? And so you give your reasons for that. And then because people tend to hear and remember the things that they hear first, and the things that they hear last the most.

Whereas you want to restate our point at the end, because we want the last thing they hear to be that main message. So we've got our point, first, than our reason or reasons.

And we restate it with a point at the end, the Restatement at the end, very underrated and necessary. Because if you ever been in a situation where the conversation just kind of gets off track, sometimes that's because somebody has ended their point with something that's a little bit off. And people respond to whatever they hear most recently.

So if we restate the main point, at the end, it's a lot less likely those conversations are going to get off track.

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Transform Managers into Leaders: Vanessa Judelman

Helping managers become executive leaders

Leading is different from managing

Episode 212 (Vanessa is based in Toronto, Canada)

In this conversation with Vanessa Judelman we explore:

• The three aspects of being strategic
• How to conduct an accountability meeting
• The power of regular one-on-one meetings with your people
• How to build trust with your team
• How to become a leader who coaches your team
• Why and how to become a better listener
• How to delegate effectively 

About our guest, Vanessa Judelman:

Vanessa is a leadership consultant and executive coach. Over the past 20 years she has trained and coached thousands of people across the globe in organizations including Campbells Soup, HelloFresh, the SickKids Foundation and the Four Seasons Hotels and Resorts.

Learn more about her book

"Mastering Leadership: What it Takes to Lead in Today's Fast Paced World" at: www.mosaicpd.com      

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Excerpts from this conversation with Vanessa Yudelman:

And I just want to develop the muscle of listening because I it's not something that we were taught at school.

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I always tell leaders, first of all, think about your intention for the meeting. Why do you want to meet with them?

Is it an accountability meeting where you want to make sure they're, they're moving their goals forward? Is it a coaching meeting, where this is someone who's new, and you want to develop them? Like, what's the purpose?

So that's the first place to start is, so I would recommend you identify the purpose, then share it with your team? You know, a lot of leaders think that just because they're a leader, they have to have all the answers. And I always say that's not true.

You, as a leader need to have the questions.

You don't necessarily need to have the answers. So say to your team, hey, you know, I really feel like I'm not getting you're new to the team and not giving you enough time to develop your skill in this area. And so I was thinking we could do a one on one.

Would that be helpful for you? Again, check in? Oh, yeah, that'd be great. Okay, let's do the agenda together. Here's what I was thinking. I was thinking, like, I always asked, you know, what the suggestion I was thinking we could talk about, you know, this certain skill, what did you do to work on the skill last week?

What are some of your gaps, what support you need for me? Right. And so again, it's a lot of questions. And by giving them the agenda in advance, people know what to expect, and they can prepare for the meeting.

So they know, every Monday, you know, my leader is going to ask me what I did to work on the skill last week, and where I'm still feeling stuck. So you can either Yeah, so those are a couple of suggestions to get those meetings started.

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Are You an Entrepreneur with ADHD? ST Rappaport

How to improve your thinking skills regardless of your strengths

Strengths and opportunities for ADHD entrepreneurs

Episode 211 (ST is based in Florida)

In this conversation with ST Rappaport we explore:

• Appreciating the 28 thinking skills
• How to recognize ADHD challenges
• How to deal with overwhelm
• How to leverage our five senses to organize new information
• The three phases of thinking and how to 
• Why ADHD people can be the movers and shakers
• How to use curious questions and learning to keep your brain young

About our guest, St Rappaport:

Been studying how the brain thinks (& what we can do to improve it) since the age of 11

Always looking to solve the root cause of any issue (instead of just putting on a band aid)

Absolutely love learning but not school. Dropped out of school at 16 

 

ST Rappaport

Helping ADHD entrepreneurs optimize their brain so growing their business is easier.

Grab your copy of Your Essential Guide to Cognitive Functions

 

Free Thinking Skills Assessment: www.lifepixuniversity.com/brain

 

 

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Excerpts from this conversation with ST Rappaport:

I think that people with ADHD are the real movers and shakers of this world. Anyone who's done anything really big in this world, most definitely has ADHD. And I just love being around such people.

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And sometimes it's a good idea not to consider all the details, because if you did, it would overwhelm you and scare you.

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Do you believe that people can multitask?

No.

What we do is we task switch. Yes, we are switching tasks really, really quickly from tasks that is includes if you have ADHD, and a lot of people think they have ADHD, and they can multitask really well.

But if you observe yourself, what you're actually doing is you're switching from task to task really, really quickly. only exception to this is when you're doing a task that doesn't require brainpower.

Then let's say for example, if you're driving driving down the highway, 60 miles an hour, and it's like, just not thinking and you have a podcast playing, you could still be listening to your intended message, right?

You're still listening to the podcast. However, if out of nowhere, a car comes and cuts you off. Or all of a sudden, like there's a bike that like a pedestrian or something that you think you weren't expecting those few seconds to settle and stop and you were focused on the road,

You're more focused on the road, your brain didn't hear what was in that podcast, you will literally if you want to hear what was said, we'll have to go back there a couple of seconds to hear it because your brain was shut off.

So you can multitask until one of the things don't need brain power.

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You want to make sure you are always, always always always doing new and challenging tasks. If you want to keep your brain young, you want to do new and challenging,

not just new and not just challenging, but those two together, those are the best way for you to keep your brain young and provide any of the elderly diseases that none of us want related to the brain.

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