October 2014
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Tue, 28 October 2014

PBTO14: How to change the behavior of experienced sales executives - with @DaveKahle

Who is on the show today:

In today’s episode, we have Dave Kahle. He is also known as the Growth Coach.

Why is he on the show

Dave Kahle is one of the world’s leading sales authorities. He’s the author of 12 books, including 11 Secrets of Time Management for Salespeople, and How to Sell Anything to Anyone Anytime.

He writes a weekly Ezine for salespeople; and has presented in 47 states and ten countries.

As a salesperson, he was the number one salesperson in the country for two different companies in two totally distinct industries.

For over 20 years, he’s been President of Kahle Way(r) Sales Systems, a sales training/consulting company. In that capacity, he’s trained tens of thousands of salespeople and sales managers.

What are we talking about

In this discussion we talk about how to change behavior of experienced sales executives. One of the difficult task of sales managers is to get their sales people to change their behavior (specifically the behavior of sales people who have or were successful in the past and need to change to adapt to the new realities.

Dave walks us through his 7 step process to help such experienced sales executives change and transform.

This discussion was inspired by a blog post that he had written. You can find the post with the same title as this episode here.

Buy his book

You can also buy her book on amazon by clicking on the book image below. This is an affiliate link.

You can connect with him at http://www.davekahle.com and on twitter @DaveKahle.

PS: Please do leave a rating or a review on iTunes if you really liked the episode

A blog post that Dave mentioned:

How do you change the behavior of an experienced sales person
You can join his mailing list here to subscribe to his ezine.
You can find more information about the Kahle System here.

Direct download: 14_PBTO14__How_to_change_the_behavior_of_experienced_Sales_Executives_with_DaveKahle.mp3
Category:Podcast -- posted at: 1:40am HKT

Sat, 25 October 2014

PBTO13: @LetsGrowLeaders - In conversation with Karin Hurt

Who is on the show today:

In today’s episode, we have Karin Hurt. Her award-winning blog, Let’s Grow Leaders, has grown into a highly interactive, International community. Her book, Overcoming An Imperfect Boss is available on Amazon.

Why is she on the show

She has a diverse background of executive leadership experience in sales, customer service, call centers, human resources, merger integration, training and leadership development – the last 20 years of which have been with Verizon.

Most recently, she served as Executive Director of the Strategic Partnership Channel at Verizon Wireless where she transformed customer service outsourcing, working with companies and call centers to build strong cultures that deliver positive customer experiences.

Her high-trust, high-collaboration approach drove substantial improvement across the portfolio, with centers performing at parity or above internal centers.

Prior to that she led a Verizon Wireless sales team, leading the nation in store sales to the small and medium business space. Karin’s consulting takes a comprehensive approach to developing confident, competent, and creative front-line teams.

She has also co-authored “Parents Guide to Leadership”, which is a book about teaching children to be leaders. You can download the book here.

What are we talking about

In this freewheeling conversation we talk about

Importance of teaching leadership skills to our children.
What is the most important thing that one should do to inculcate leadership skills in our children
How can you systematically create leaders
What is the role of a leader in a business settings
The importance of engaging hearts and minds of people you want to lead.
Seven traits of leaders
The importance of translating the vision to specific behaviors
Some of the most common mistakes that leaders commit and how to avoid them
How can leaders continue to add value to their teams
What causes leadership failures?
How leaders can remain grounded

Buy her book

You can also buy her book on amazon by clicking on the book image below. This is an affiliate link.

You can connect with her at http://www.letsgrowleaders.com and on twitter @LetsGrowLeaders

PS: Please do leave a rating or a review on iTunes if you really liked the episode

A blog post that Karin mentioned:

Direct download: 13_PBTO13__Great_Leaders_Engage_the_Hearts_and_Minds_of_their_Team._In_conversation_with_Karin_Hurt_LetsGrowLeaders.mp3
Category:Podcast -- posted at: 7:22pm HKT

Tue, 21 October 2014

PBTO12: Making Breakthrough Innovations Happen with @PorusMunshi

Who is on the show today:

In today’s episode, we have Porus Munshi, author of the best selling book “Making Breakthrough Innovations Happen”.

Why is he on the show

I have worked with Porus on an innovation project and from experience know that he is a great coach and has the uncanny ability to guide the teams to achieve their goals without any compromises. His understanding of the breakthrough or leapfrog innovation process is very deep and I have learnt a lot in every conversation that i have had with him over the past few years. .

What are we talking about

In this episode, we talk about making breakthrough innovations happen or enabling leapfrog performances.

In this freewheeling conversation we talk about

leapfrog innovation and how you could make leapfrogs both in your organization and in your personal lives.
We will also talk about how average organizations with average people can achieve extra-ordinary performances.
How Process Beats Talent
Ichchha Shakti (Power of Purpose), Gyan Shakti (Power of Knowledge) & Kriya shakti (Power of action) and how all the three play a critical role in any innovation project
How it is easier to do a 10x leap in performance than attempting a 2x leap
What is the biggest limiting factor for peak performance in individuals and organizations
What is an insight and how can insights lead to breakthrough leaps in performances
We talk about the role of a leader in an organization
How we could implement the same principles of leap frog innovation in our own lives and achieve extraordinary results.

We had a great conversation and I learnt a lot from Porus.

You can connect with Porus on twitter.

Buy his book

You can also buy his book on amazon by clicking on the book image below. This is an affiliate link.

PS: Please do leave a rating or a review on iTunes if you really liked the episode

Direct download: 12_PBTO12__Making_Breakthrough_Innovations_Happen_with_PorusMunshi.mp3
Category:Podcast -- posted at: 5:26pm HKT

Mon, 20 October 2014

PBTO11: Building Ideas Driven Organization

Who is on the show today:

In today’s episode, we have Dr. Dean Shroeder & Dr. Alan G Robinson, authors of the best selling book “Ideas Driven Organization”.

Why are they on the show

Dr. Alan G. Robinson, is an award-winning author, educator, researcher and consultant. He has co-authored six books, which have been translated into more than 20 languages. His specialties include managing continuous improvement, creativity, ideas and innovation lean production. He has advised more than 200 organizations in 25 countries. He is also Professor at the Isenberg School of Management of the University of Massachusetts at Amherst.

Dean M Schroeder, PhD, knows management matters. It matters to people, and it matters to performance. His mission is to help organizations by leading them to experience the positive changes that happen through improving their management systems and techniques. He is also an award-winning author, consultant and scholar. He is the Herbert and Agnes Schulz Professor of Management at Valparaiso University in Indiana.

The best-selling book, Ideas Are Free, which they co-authored was voted the Reader’s Choice by Fast Company magazine and selected as one of the 30 Best Business Books of the Year by Soundview Executive Books.

What are we talking about

In this episode, we talk about their book “Ideas Driven Organization”. We talk about

What is an Ideas Driven Organization? Why is it important to build such an organization and their importance in the context of the times that we live in
The significance of building a culture where ideas are not only welcome but are also actioned on.
Why command & control systems might not be the right way to manage organizations in today’s economy?
The best process for creative problem solving that works
The importance of small ideas & the competitive advantage they provide.
The importance of carrying ideas to different parts of the organization.
How knowledge industries can benefit from building processes around ideas?
How can governments benefit from building an ideas driven organization?
Importance of having the right strategy in order to truly accelerate the benefit from building an ideas driven culture?
The importance of goal alignment
How can a start-up build a culture of Ideas driven organization right from the start?
The role of a leader in the organization

We had a great conversation and I learnt a lot from both Dean & Alan.

You can find more information about the Ideas Driven Organization at their blog here.

Buy their book

You can also buy their book on amazon by clicking on the book image below. This is an affiliate link.

PS: The posts that i speak about in the conversation are:

Direct download: 11_PBTO11__Building_Ideas_Driven_Organization_with_deanmschroeder__alangrobinson.mp3
Category:Podcast -- posted at: 4:46pm HKT