Becoming Preferred

SEASON: 2 EPISODE: 15

Episode Overview:

The idea that prestige is what people want most from a job is outdated. The priority has become what they need, which is a positive work culture where they feel seen, appreciated, and trusted. 

How do we become the kind of leader that can foster this kind of authenticity? How can we target specific skills that foster connection? How can we create trust by modeling how to be a genuine team player? How can we understand what matters most to our people?

When we do, we can expect innovative ideas and top performance to be at an all-time high as our people thrive in a workplace where they know they belong. To help us understand how to become a connected leader is my guest, Julie Lee.

Guest Bio: 

Julie Lee is not a typical keynote speaker. Her personal experiences with human connection changed the trajectory of her life, ignited the passion behind her I See You mission, and made her into a powerful advocate of connected leadership. Through research and stories that are both vulnerable and inspiring, Julie delivers the wholehearted message that connection has the ability to up-level -even transform- work culture; a relevant message that is right on time.

Julie Lee is the author of I See You; How Compassion and Connection Save Lives and the children’s book, Broccolipunzle; A Girl with Extraordinary Hair. With over 100 episodes on her podcast I See You, she empowers thousands of listeners to succeed in relationships by embracing human connection.

Resource Links:

• Website: www.julieleespeaks.com
• Product Link: https://julieleespeaks.com/store/
• I See You Audiobook: https://www.audible.com/pd/I-See-You-Audiobook/B08W1WPP6G

Insight Gold Timestamps:

04:58 People that are high in social connection are less likely to struggle

07:38 I see you, I appreciate you and I trust you

08:11 How am I making sure my employees feel seen

10:15 They're going to want to follow you anywhere

15:44 Share the falling down and the getting up 

18:00 Fostering connection through high definition thinking

19:09 Sometimes we look at people in black and white

20:56 Moving closer to their story almost always leads to greater compassion

25:59 How do we build a culture that's a good, thriving work environment

26:22 Probably the greatest leader I ever knew

29:53 I have learned some of these principles from very deep, hard suffering

Connect Socially:

LinkedIn: https://www.linkedin.com/in/julieleespeaks/

Facebook: https://www.facebook.com/julieleespeaks/

YouTube: https://www.youtube.com/@julielee9182

Instagram: https://www.instagram.com/julieleespeaks/

Podcast: I See You https://julieleespeaks.com/podcast/

Email: [email protected]

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: Strategies for Credit Score Success with Nathalie Noisette!

SEASON: 2 EPISODE: 14

Episode Overview:

Between consumer demands for more personalized and greater data privacy and competitive pressures to provide better omni-channel customer experiences, brands are faced with a dilemma. Build the foundation for the future of customer relationships or lose relevancy in a crowded market. Doing this, however, is not without its challenges.

While many enterprises are engaged in digital transformations in order to modernize and anticipate future changes, these efforts are often fraught with challenges and many fail to deliver the results promised. To help us understand how to create a world-class customer experience, is bestselling author, speaker, and consultant, Greg Kihlström. 

Guest Bio: 

Greg Kihlström is a best-selling author, speaker, and entrepreneur, currently an advisor and consultant to top companies on marketing technology, customer experience, and digital transformation initiatives as Principal and Chief Strategist at GK5A. He is also the host of The Agile Brand with Greg Kihlström podcast. 

He has worked with some of the world’s top brands, including Adidas, Choice Hotels, Coca-Cola, Dell, FedEx, HP, Marriott, MTV, Starbucks, Toyota, and VMware. 

He earned his MBA from Quantic School of Business and Technology and is a member of the School of Marketing Faculty at the Association of National Advertisers. He currently serves on the University of Richmond’s Customer Experience Advisory Board and the Workhouse Arts Foundation Board as Chair of the Marketing Committee. 

Greg has had multiple best-selling books, including his Agile Brand Guides series on marketing technology platforms and practices. His eleventh and most recent book, House of the Customer (2023) discusses the 1:1 personalized customer experience of the future, and how brands can organize the people, processes, and platforms that enable it. Meaningful Measurement of the Customer Experience (2022), provides guidance on how to create a customer-centric culture that prioritizes customer needs while aligning internal teams around a common goal. His award-winning podcast, The Agile Brand with Greg Kihlström, launched in early 2019, discusses brand strategy, marketing, and customer experience with some of the world’s leading experts and leaders.

Greg is a contributing writer to Fast Company, Forbes, MarTech, and CMSWire, and has been featured in publications such as Advertising Age and The Washington Post. Greg has been named a 2022 Top 10 Marketing and Customer Experience Thought Leader by Thinkers 360, was named one of ICMI’s Top 25 CX Thought Leaders two years in a row, and a DC Inno 50 on Fire as a DC trendsetter in Marketing. 

He’s participated as a keynote speaker and panelist at industry events around the world including Internet Week New York, Internet Summit, DigiMarCon, Digital Summit, EventTech, MarTech, SMX Social Media, and VMworld. He has guest lectured at several colleges and universities including VCU Brandcenter, Georgetown University, Duke University, American University, University of Maryland, Howard University, and Virginia Tech.

Resource Links:

• Website: https://www.gregkihlstrom.com 
• Product Link: https://www.houseofthecustomer.com 

Insight Gold Timestamps:

06:34 It's about the entire journey

07:40 Retention is really trumping net new acquisition

09:25 Happy customers are good for business

11:58 Whoever has that highest service standard in business today just raised the bar for all of us

15:58 Everybody wants to feel purpose in what they do

17:38 We're all motivated by something intrinsic

19:24 How do brands stay competitive

22:07 Brands need to know their customers

29:02 It's usually what they add to the experience that makes it better

33:52 When you treat your employees well, they're going to treat your customers well

36:40 The goals don't change, but the way you get there is going to change

39:23 The more it looks like a commodity, the more you can differentiate it

Connect Socially:

LinkedIn: https://www.linkedin.com/in/gregkihlstrom

Facebook: https://www.facebook.com/theagile_brand

Twitter: https://twitter.com/gregkihlstrom

YouTube: https://www.youtube.com/channel/UCeYwwPSwmXvmK_YePzsCCFA

Instagram: http://instagram.com/theagilebrand

GK5A (Consulting company): https://www.gk5a.com

Podcast: https://www.gregkihlstrom.com/theagilebrandpodcast

Agile Brand Guide: https://www.agilebrandguide.com 

Email: [email protected] 

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: The Connected Leader with Julie Lee!

SEASON: 2 EPISODE: 13

Episode Overview:

From business leaders to rank and file workers, the competitive 24/7 world of heart stopping change has left many of us feeling in need of new tools to answer these questions: How do I engage more of my talent and that of the folks around me in meaningful work? What is the true meaning of the word resiliency, and how can I use it to my advantage?

And why does it seem that we compete more with each other than the competition? So, if you're ready to take control and take action, then you're going to enjoy my conversation with award-winning author and internationally recognized speaker and coach, Eileen McDargh.

Guest Bio: 

Since 1980, Eileen McDargh has helped organizations and individuals transform the life of their business and the business of their life through conversations that matter and connections that count. She has become known as a master facilitator, an award-winning author, and an internationally recognized keynoter and executive coach.

She draws upon practical business know-how, life's experiences and years of consulting to major national and international organizations that have ranged from global pharmaceuticals to the US Armed Forces, from health care associations to religious institutions. Her programs are content rich, interactive, provocative and playful—even downright hilarious.

For the past four years, Global Gurus International, a British-based provider of resources for leadership, communication and sales training, also ranked her in the top five as one of the World’s Top 30 Communication Professionals following a global survey of 22,000 business professionals.

Resource Links:

• Website: https://eileenmcdargh.com
• Product Link: https://www.eileenmcdargh.com/the-resiliency-store

Insight Gold Timestamps:

01:50 Just because you're good at something doesn't mean it's the thing that calls your heart

03:07 What does burnout mean?

05:11 Resilience is a life skill

05:56 Start with gratitude

08:10 Burnout

09:50 We look sometimes for more, more instead of better, better

12:48 Four critical skills for building effective resilience

14:26 Agility is speed, speed coupled with wisdom

18:07 What can we do to bring more humor into our world?

22:14 Self care

25:20 We should stop striving for balance

29:00 Control the controllable

Connect Socially:

LinkedIn: http://www.linkedin.com/in/eileenmcdargh

Facebook: https://www.facebook.com/speakereileen/

Twitter: https://twitter.com/macdarling

YouTube: http://www.youtube.com/channel/UCY_-mPYU2kaF0l0-Jn3X34g?sub_confirmation=1

Email: [email protected]

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: If You Want to Lead in Business, the Customer Comes First with Greg Kihlstrom!

SEASON: 2 EPISODE: 12

Episode Overview:

Are you ready to lead your team with greater effectiveness in a new world of work? In our world of constant technological and generational change, successful leadership requires transparency, parody, collaboration, and genuine connection with employees and customers. 

If you're looking to shift your thinking around leadership to become effective in real time and ready for the inevitable disruptions to come, you're going to enjoy my conversation with author, speaker, and leadership expert, Michelle Ray.

Guest Bio: 

Michelle Ray is a Hall of Fame business keynote speaker, entrepreneur, author, and respected thought leader.

She spent more than a decade in media and advertising, rising through the ranks and leading her team to achieve outrageous sales results in a down economy. From there she shifted gears, joining a global not-for-profit youth organization, where she facilitated enduring partnerships between youth, entrepreneurs, and educators.

Michelle encountered a total contrast of leadership styles during her career, both good and bad. These experiences sparked her desire to help leaders not only master the fundamentals, but also become the best version of themselves. She seized the opportunity to venture into the speaking world and has since shared these messages with audiences for more than 25 years.

A credit to her Aussie roots, Michelle engages audiences with her down-to-earth, tell-it-like-it-is style. She has taught leadership skills to the Australian Army and the FBI, as well as some of the world’s most recognizable brands, and an array of Fortune 500 companies.

Both of her books: Lead Yourself First! Indispensable Lessons in Business and in Life and Leading in Real Time - How to Drive Success in a Radically Changing World have received rave reviews. Michelle is a self-described hockey fanatic. When not working, she loves watching as many NHL games as possible.

Resource Links:

• Website: https://www.michelleray.com/
• Product Link: https://www.michelleray.com/leading-in-real-time-book/

Insight Gold Timestamps:

02:17 It’s really important for leaders to understand….

03:57 Leadership is a state of mind

05:13 How to be ready, responsive, and relevant 

08:17 Being yourself means two things

10:00 Leadership is not about a title a plaque on the door or the desk

11:18 The difference between responding and reacting

14:22 Your own biases

15:37 The best leaders know….

19:56 If you’re not going to have them for a long time, make it a good time!

24:36 What's more motivating than a paycheck?

29:25 Toxic work culture

31:01 Negativity builds on negativity

32:50 Real time leaders are ready and relevant

34:51 Qualities or requirements of leadership

36:35 One of the most simple, most fundamental things you can do….

39:11 Complacency is the enemy of success

40:00 Adversity can bring out the best in you

Connect Socially:

LinkedIn:  https://www.linkedin.com/in/michellerayspeaker/

Facebook: https://www.facebook.com/MichelleRayCSP

Twitter: https://twitter.com/MichelleRayCSP

YouTube: https://www.youtube.com/user/michellespeaker

Instagram: https://www.instagram.com/michelleraycsp/

Email: [email protected]

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: The Energy Connection: A Secret to Resilient Work and Life with Eileen McDargh!

SEASON: 2 EPISODE: 11

Episode Overview:

Raising our game as communicators is the best way to make a difference in our careers and relationships, but it takes courage to find our voice, open up, and invite others to open up to us. Improved communication requires taking smart risks to question our beliefs, take a leap of faith, and build our bravery to make a greater impact in our personal relationships.

To help us learn to communicate with courage and overcome the four hidden challenges is communication coach, Michelle Gladieux.

Guest Bio: 

Michelle Gladieux is an instructional designer, trainer, and executive coach who is living to help people raise their game as communicators. She has 18 years collegiate teaching experience at three universities in her home state of Indiana, accepting her first adjunct faculty position at age 23.

Her book Communicate with Courage: Taking Risks to Overcome the Four Hidden Challenges offers practical strategies and Pro Moves to improve how we manage messaging in our professional and personal lives. She loves what she does and the people she serves, and it shows.

Resource Links:

• Website: https://gladieuxconsulting.com/ 
• Product Link: https://amzn.to/3B5uae3

Insight Gold Timestamps:

04:30 Where do we get courage?

06:06 Watch the quality of our self-talk

09:15 I don't know how you perceive me unless I am brave enough to ask

11:02 When we ask for feedback, we don't have to use it, but we have to consider it

12:54 Just because you say it with good intention doesn't mean the impact can't be harmful or hurtful

16:48 Stop being so darn sure and be more inquisitive 

23:25 We are becoming a more enlightened and inclusive society

24:32 What does my best effort look like?

26:29 Re-read once before hitting send

29:57 Public speaking is an antidote to hiding

34:00 Creating a spice file

36:35 Five ways that we can handle disagreement

38:44 Communicate with courage, taking Risks to overcome 4 hidden challenges

Connect Socially:

LinkedIn: https://www.linkedin.com/in/michellegladieux/

Facebook: https://www.facebook.com/GladieuxConsulting 

Instagram: https://www.instagram.com/gladieuxconsulting/

Email: [email protected]

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: Take the Lead, Embrace Change, Own Your Future with Michelle Ray!

SEASON: 2 EPISODE: 10

Episode Overview:

If you're struggling to find new customers or clients and you're just not sure what you're doing wrong or how to fix the problem, you're not alone. Unfortunately, this isn't a problem that is going to solve itself or just go away. Spending more money to get the same mediocre results will only compound the problem.

Imagine what it would be like to have a messaging framework that provides clarity and focus so that you can create websites, emails, and social media content that actually works without spending a fortune on outside experts. To help us understand the elements of the framework needed to grow our business is instructional designer and messaging expert, Francis Jones.

Guest Bio: 

Francis knows what it’s like to worry about where the next client it going to come from. As a small business owner, it is easy to get discouraged. There is hope. He had the good fortune of working at Infusionsoft for 6 years and was able to help hundreds of small businesses enhance their online marketing. After spending the 2 years as a StoryBrand Certified Guide, he is now able to blend the power of online marketing and the power of story in a way that will help your business grow.

Resource Links:

• Website: https://khjconsulting.net/

Insight Gold Timestamps:

05:52 Clever doesn’t sell

08:03 There’s a reason there’s a mold

09:46 Identify, connect, engage and grow

10:35 The key is to be seen, heard, and understood

12:54 Making sure that people understand what you can do for them

15:35 Our clients need to be able to do what it takes to get from this side of the river to that side of the river

18:43 A messaging standard

19:37 You need two or three things that identify you as the expert

21:09 What you're selling is the conversation

23:59 Drive them towards the call to action

27:08 Storyboards

28:47 A transitional call to action

30:38 Push and pull marketing

34:52 They had never marketed from one entity to the other

Connect Socially:

LinkedIn: https://www.linkedin.com/in/francis-jones-60143910

Website HomePage Review: https://khjconsulting-5d6397.pages.infusionsoft.net/

Email: [email protected]

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: Communicate with Courage with Michelle Gladieux!

SEASON: 2 EPISODE: 9

Episode Overview:

Need more ideal clients? Want to set more discovery calls and sales appointments? Want to overcome your resistance to cold calling and create a predictable sales machine that gets you more high value conversations and clients? 

Then you're going to enjoy my conversation with author, speaker, and consultant, Scott Channell.

Guest Bio: 

Scott Channell is one of the country's top B2B script writers and appointment setting lead generation pros. Before he started teaching others to "Sell the Meeting," he did it. Smiled and dialed his way to set 2,000+ C-Level sales appointments in diverse industries. 

Today he advises and guides companies that wish to lift their B2B lead generation capabilities to new heights. Check out his three books on this topic found on Amazon, including his opus on the topic, Sell The Meeting.

Resource Links:

• Website: ScottChannell.com
• Product Link: https://scottchannell.com/books-store/

Insight Gold Timestamps:

06:00 Love the result that you get when you do it right

07:10 Frameworks

12:18 Be confident

15:07 People are afraid to hear ‘no’

17:09 Don't spend time and money with people who are not going to buy

19:40 If you're working the right system….

23:13 The most important thing that people can do is be consistent

24:28 What are the biggest mistakes people make?

26:19 They call the wrong people

28:46 The 3 cycles of 3

30:24 Focus on probabilities, not possibilities

30:45 Marketing is the act of assessing the probability of human behavior.

32:20 You have to be perceived as something better than they'd find in a Google search

Connect Socially:

LinkedIn: https://www.linkedin.com/in/scottchannell1/

Schedule appointment: https://calendly.com/scott-channell

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: Clarify Your Message and Grow Your Business with Francis Jones!

SEASON: 2 EPISODE: 8

Episode Overview:

Looking to sharpen your marketing message and cut through all the noise to win more clients? Are you winning the race for relevance? Your value proposition must be relevant to your prospects, or they won't give you the time of day. 

It's not your prospect's job to figure out your value to them. It's your job to develop and communicate your value in a way that will resonate with your ideal clients. To help us understand what we need to do to maintain our relevance is author, speaker, and coach, Bill Cates.

Guest Bio: 

Bill Cates is an internationally recognized client-acquisition expert, author, and speaker who motivates others to take action with proven strategies.

A successful entrepreneur, Bill started and sold two book publishing companies. Turning his attention to help other businesses grow, Bill has written four best-selling books: Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals and Radical Relevance.

Bill has delivered his business-growth message to over 300,000 professionals, small business owners, and salespeople across 5 continents; helping them increase revenue without increasing their marketing budget.

Bill is the host of the widely acclaimed Top Advisor Podcast (www.TopAdvisorPodcast.com)

Bill Cates’ client-acquisition system has been featured in such publications as Success Magazine, Entrepreneur Magazine, Selling Power, the Huffington Post and The Wall Street Journal. And his own business success has been featured in Money Magazine.

Bill was inducted into the Professional Speakers Hall of Fame in 2010 (182 living members worldwide). So you can expect an engaging and interactive session with relevant, business-growth content, high energy, and a little bit of fun.

Bill is also somewhat of an adventurer. He has trekked through the Himalayas of Nepal and the Andes of Peru. He has lived on a houseboat in Kashmir India, climbed Machu Pichu, reached the summit of Mt. Kilimanjaro, camped in Arctic Circle… and Bill has toured the country as the drummer in a rock and roll band.

The most important thing for you to know is that thousands of businesses and professionals are using Bill’s system to attract a steady flow of Right-Fit Clients™.

Resource Links:

• Website: www.ReferralCoach.com
• Product Link: www.RadicalRelevanceBook.com

Insight Gold Timestamps:

02:44 Radical relevance begins with a total shift in mindset

03:50 The biggest mistake that so many people make 

05:26 Create movement, create action

07:56 A right-fit client

10:43 Challenge #2 is inertia

13:10 The neuroscience of relevance

15:38 Cognitive fluency

19:24 If you want clients to follow your suggestions….

20:38 One of the biggest ways to build trust, is just to be authentic and not be greedy

25:48 Human connection through the words you use

27:00 Value is in the eyes of the beholder

30:44 Tell me more….

32:30 Caryn Kopp - Biz Dev Done Right

34:31 How important is the story?

34:36 Client focused why

37:12 Your prospects/clients aren't mind readers

39:46 The Language of Referrals

Connect Socially:

LinkedIn: https://www.linkedin.com/in/billcates/

Facebook: https://www.facebook.com/ReferralCoach

Twitter: https://twitter.com/Bill_Cates

YouTube: https://www.youtube.com/referralcoach

Podcast: Top Advisor Podcast

Email: [email protected]

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: Sell the Meeting with Scott Channell!

SEASON: 2 EPISODE: 7

Episode Overview:

According to the 2020 National Customer Rage Study, when complaining, 58% of customers got no, or limited satisfaction for their efforts, while 65% left filled with rage and frustration. This means that too many businesses are scripting, outsourcing, or seriously mishandling their customer service. They are missing a key point that customer complaints are a gift to companies, that when handled well, will reap huge rewards. 

To help us understand why businesses should seek out complaints, learn the strategies to handle them effectively and turn dissatisfaction into brand loyalty, is best selling author, award winning speaker and trainer, Janelle Barlow.

Guest Bio: 

Janelle Barlow, well-known around the world as an in-person award-winning speaker, trainer, and consultant, author, and Subject Matter Expert based on her best-selling books, is changing her business. She is limiting her travel by airplane, instead sharing her expertise through webinars, online presentations, coaching and consulting sessions, weekly blogs, and this Complaint Is a Gift web page.

All of Janelle’s work is primarily delivered as virtual programs, books, workbooks, webinars, online coaching, virtual presentations or offered in a hybrid way that works best for your organization.

Resource Links:

• Website: https://www.acomplaintisagift.com
• Product Link: https://www.acomplaintisagift.com/shop

Insight Gold Timestamps:

05:31 it is so ingrained for us to see complaints as negative 

07:30 National Customer Rage Study

09:52 Difference between feedback and complaints

10:16 Complaints are never positive

12:54 A complaint is an emotional experience

15:07 Do they really know what's going on at the intersection of their staff with their customers? 

20:21 What makes people complain?

22:03 Four categories of complainers

25:06 Let me see what I can do 

27:54 First, listen to the content of the complaint 

33:39 Do you have the authority to resolve my problem

34:33 A Complaint is a Gift Workbook

Connect Socially:

LinkedIn: https://www.linkedin.com/in/janellebarlow-cspphd/

Facebook: https://www.facebook.com/janelle.barlow.3

Facebook Group: https://www.facebook.com/groups/1242566216548624

A Complaint is a Gift Workbook: https://www.acomplaintisagift.com/WB

Email: [email protected]

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: Radical Relevance with Bill Cates!

SEASON: 2 EPISODE: 6

Episode Overview:

Today’s marketplace is more competitive than ever. The way people buy has changed and salespeople and sales leaders need to understand the new rules for old tools if they are to be successful. 

To help us understand how to evolve our salespeople and our sales leaders is author, speaker, and sales performance coach, Jim Pancero.

Guest Bio: 

If you are excited, motivated, and ready to improve your sales team’s success, then Jim Pancero has the leading-edge solutions you need to increase your competitive advantage. A leading go-to sales and sales leadership strategist for over 40 years, Jim has been influencing, guiding and inspiring sales teams in more than 80 different industries to increase their sales and market share.

They say you can’t teach an old dog new tricks…but that’s not entirely true. Even with over 40 years of experience, Jim is still learning and sharing new tools, new techniques and new tactics to help you to connect in today’s hyper-competitive world. 

Jim’s combination of humor, larger-than-life personality, outstanding research and real-world examples that hit home provide even experienced sales pros and their leaders who think they’ve heard it all with strategies and concepts that work! To learn more about Jim check out his www.pancero.com website, weekly LinkedIn postings as well as hundreds of his videos on YouTube. We know you and your team are good. Now are they ready to get even better?

Resource Links:

• Website: https://pancero.com
• Product Link: https://www.amazon.com/s?k=jim+pancero&crid=2BS22J0JW1LWM&sprefix=jim+pancero%2Caps%2C169&ref=nb_sb_noss

Insight Gold Timestamps:

02:51 Millennials don't trust salespeople

04:57 They don't talk about the cars, they talk about the process

06:00 We can't afford the old assumption of selling

08:05 New rules, old tools

08:46 Three sets of skills a salesperson needs 

14:53 The competitive advantage became negotiated partnerships

19:20 Selling has become paint by numbers

22:20 We need arsonists, not firefighters

30:16 How can I stay ahead of what's coming 

33:52 What and who

34:08 How and why

37:54 The 4 rules of motivation

43:12 Three components for sales to increase

Connect Socially:

LinkedIn: https://www.linkedin.com/in/jimpancero/

Facebook: https://www.facebook.com/jim.pancero

YouTube: https://www.youtube.com/@JimPancero

Email: [email protected]

Sponsors: 

Rainmaker Digital Solutions: https://www.rainmakerdigitalsolutions.com/

Resources: https://becomingpreferred-podcast.com/resources/

Next Episode: A Complaint is a Gift with Janelle Barlow!