Commanding Business

To become a financial asset for your company a brand needs to have an essence, a promise and a personality. Building your brand requires sustainable differentiators, scientific research and most importantly, focuses on your customer’s point of view. Your brand should also closely resemble the strategy of the business to benefit your end customer. There are three questions your organization needs to answer to achieve top of mind awareness within your business sector. When you have answered the three questions you have the criteria for the top of your brand value pyramid.

Key Takeaways:

[1:26] A brand is a financial asset

[2:56] The #1 predictor for brand success is

[3:36] Brand essence

[5:26] Meaningful differentiation

[8:22] Brand promise - Your vision of your client’s future

[10:02] Whole Foods breaking down the brand

[12:44] The 3 big questions of branding

[15:51] Making intangibles concrete

[18:40] Business strategy and business brand are synonymous

[20:20] Your brand should benefit your end customer

[23:37] What is a brand personality

[25:57] What language do you use to communicate with your clients

[26:53] Brand archetype

[30:05] Playing the brand archetype game

[34:03] Scientific research brings a quantitative aspect to it

[36:40] Tim takes part in a brand value pyramid exercise

[42:53] Today’s option packages are tomorrow's standard equipment

[48:03] Contacting Deb

Mentions:

Sol Marketing

Praxent

Investor Pitches

The Hero and the Outlaw

Brand Asset Management

Hiring a business coach may seem expensive and time-consuming for your organization but an outsider's perspective may be exactly what your team needs. Leaders may be in need of self-awareness coaching and managers probably need to learn more effective communication skills. A coach will help to identify core values and translate those into a 3 to 5-year strategic plan. Leadership skills are often self-taught practices which could use a little polishing.

Key Takeaways:

[1:23] Communication breakdowns led Gary from judge to private sector

[2:52] I help organizations develop strategies with 3-5 year plans

[5:15] Content and process conversations

[7:36] Telling someone one time doesn’t always get you the desired outcome

[9:19] Senior leaders need a strategic plan

[11:04] A one page plan helps flush out company goals for this month, this quarter & this year

[13:27] Identifying core values

[15:19] Figuring out the puzzle in a small timeframe, what’s it look like done

[19:04] Get out of your business to start working on your business

[20:27] Males learn best from pictures, women from talking it out

[22:26] A family or organization, handle both the same

[23:40] Leadership versus technical work or subject matter experts

[27:04] Do colleges teach leadership skills

[31:26] Full circle into self-awareness

[32:01] When there’s no one to prep the new generation

Mentions:

Gary Minor

Petra Coach

Gazelles

Praxent

Emyth

Many small businesses accept every client solely on the monetary aspect. The key to turning your business into a seven figure business is learning to say no in order to attract the right customers to you. If you find your True North, which will only come from keeping your patience through chaotic times, you will lead with direction and purpose. Believe that your business can feed your soul if you are focusing on the difference you wish to make in the world and doing something you love to do. Learn to be present, honest and authentic while following your strategic plan but keep yourself open to a different path if the universe suggests it.

Key Takeaways:

[1:41] I grew up poor in Florida knowing I wanted to be a millionaire

[4:30] Something was missing so I read everything thing in the personal development realm

[6:30] Conscious Millionaire revealed itself to me

[8:22] I grew my Father’s business, it wasn’t the same as having my own company

[10:15] A business can actually feed your soul

[11:20] I gave up my life for business and I would never do it again

[13:01] I can’t work with more than 7 clients and still find joy

[14:19] Staying highly focused and having only the important pieces

[16:58] You need to get really good at attracting the right customer

[18:52] My personal motto is “Trust perfect timing”

[21:05] If we allow ourselves the patience, we see that out of chaos a new direction presents itself

[23:16] I think we’ve passed the pivot point of conscious thought

[26:20] What do you love doing so much you lose track of time

[28:25] What are the differences I would enjoy making

[30:28] What do you do almost perfectly every time

[32:17] One sentence that sums up your True North

[33:18] Values are really about behaviors

[35:52] Business today is about being whole and complete as a human being

[37:55] Soft skills and hard skills

[40:29] Making a hiring decision based on the values of your business

[42:38] Finding J V online - The 7 steps to 7 figures

Mentions:

Conscious Millionaire - Grow Your Business by Making a Difference

Health and Fitness Podcast

Green Festival

Gallup Strengthsfinder

Return to Love - Marianne Williamson

Moleskin Books

Jim Collins

Gary Ryan Blair

From recruitment to retirement the Birkman assessment tool creates awareness in your organization. Understanding yourself is your first step to becoming a great individual. Understanding the personal styles of your team members will make you a great leader. Jim Blanchard explains how to break down the 11 dimensions of this tool and how it offers objective language for subjective conversations. From incentivizing employees to be the best they can be to dealing with emotions in the workplace, this scientifically proven program covers it all.

Key Takeaways:

[1:06] What led Jim to the Birkman tool

[2:30] Describing the assessment tool through motivators and behaviors

[5:20] Expanding your life while being more productive

[6:28] Analyzing the 11 piece parts of a personality profile

[13:05] The big discovery of you can measure how you expect other people to treat you

[17:08] Are you asking me to do something or telling me to do it

[17:45] Becoming aware of perceptions of yourself and others

[18:08] Idealistic versus realistic personalities

[20:20] Understand why financial incentives motivate me but no one else

[25:24] Understanding how different categories blend together

[26:05] Giving ourselves permission to live life based on our needs and interests

[28:10] Your empathy score - Dealing with emotion in a business environment

[30:49] Breaking down change and freedom

[36:55] How quickly do you make decisions - try breaking down the pieces

[40:00] The benefit of leaders who are self aware

[42:14] Leaders should read the book “the advantage” and understand strategic anchors

[43:52] Every decision should be based on the company’s core values and strategic anchors

[45:10] A manager manages, a leader leads

[46:24] Retention: People stay at companies when they feel they are being developed

[47:04] 62% of leaders hired outside the organization fail after the first year

Mentions:

Birkman Personality Profile

Five Dysfunctions of a Team

The Advantage

Strategic Positioning Inc.

Praxent

Becoming self aware and recognizing your strengths and your weaknesses as a leader can ultimately make or break your business. Delegating tasks, sharing your vision and investing in your employees will give you more time to do what you are good at and will empower your employees to be productive on their own. Continually tearing down systems and processes with the goal of never doing useless items again will catapult you to reaching your well defined, one desired metric.

Key Takeaways:

[1:05] Andy wanted a business with residual income and found it with pagers

[3:45] I wanted to build a lifestyle business which took care of itself

[4:45] Andy had difficulty delegating and was a dictator in business

[6:52] Issue’s with a singular power hungry vision

[8:20] DIY implementation of the Rockefeller Habits

[9:40] The process is more than a checklist, it takes time and due diligence

[11:00] Translating a 50 page ardent document into a one page goal sheet

[13:42] Giving people the proper credit and helping to define their roles

[15:22] Two-weekers include checking in to verify productivity levels

[18:29] Setting the tone of vulnerability and authenticity as the leader

[20:48] Differences between micro managing and true managing

[21:59] Setting clear expectations and guiding people

[23:53] Learning to build a business, not just having a job

[24:52] An example of a coaching call

[27:50] Identifying strengths through DiSC

[28:55] Investing in the professional development of your team by 10%

[30:55] Tearing down systems and processes

[32:36] Figuring out your one metric to improve upon i.e. Moneyball

[36:10] CEO’s are looking to solve different issues but ultimately increasing revenue

[36:41] X factor is generally an industry bottleneck

[38:29] How does a company start, try PACE

[40:12] How to get in contact with Andy

Mentions:

PetraCoach

AlignToday

EO

RockefellerHabits

DiSC

Nuts!

[email protected]

Key decision makers appreciate compelling and powerful messages from your salespeople. An intuitive opener is able to deliver the message and discover what truly matters to your prospects. A proficient closer should move the process along to close the sale using a refined sales language. If you have blind spots in your business don’t chuck your existing structure, find out what processes can be amended to overcome objections and dramatically change your close ratio.

Key Takeaways:

[1:13] Business are missing the blind spots when developing their business

[2:05] Don’t throw away your existing development efforts just change a few things

[4:02] What is the missing link to creating new income

[6:15] Realistic sales cycles and defining the message

[8:03] Sales messages are compelling dialogue paths

[10:22] The Rock Star Checklist for sellers

[13:33] Customize your message for your business and your clients

[15:28] Refine and narrow your target

[17:04] What truly matters to your prospects, 3 times exercise

[20:35] Key decision makers want the right person involved in the sales process

[21:40] The Hunter/Farmer and Openers/Closers

[22:48] Attracting the right sales people without the BS

[26:32] Opening salespeople are more intuitive and they create fast, meaningful bonds

[29:45] Demonstrating sales language proficiencies is a blind spot

[32:25] Why an Objections Manual is critical

[34:32] Let your hunters hunt, record them so they can move on to more sales

[37:48] Language + Delivery = Outcome

[40:33] Sometimes the devil is in the details, are your sellers prepared?

[42:24] A real life client example of dramatically improving your close ratio

[47:23] Date, time, date, time, date, time

Mentions:

KoppConsulting

BizDevDoneRight

[email protected]

You are currently living in a construct. You have created mental models, good and bad, to promote your own self interests. Each day you use these models as paths to guide you through life. You then apply labels to these things so you know how to react to situations. Becoming aware that you are the architect of this construction allows you the freedom to not be swept away by your inner monologue. As an entrepreneur, you will find this difficult as you prefer to be in control. Take the challenge of allowing your purpose to find you by becoming consciously aware. .

Key Takeaways:

[1:06] The feeling of joy has left us there’s an undercurrent of stress

[2:41] I used the work of the great spiritual masters and applied it to post industrial society

[3:45] Reach out and claim your birthright of joy

[4:27] Use your internal monologue to guide you, the voice of judgement

[5:47] We live our lives according to our mental models

[7:46] Awareness is a foundation block

[8:00] You are the observer, or the witness, and not the voice in your head

[8:50] An example of a downward spiral and mental chatter

[10:56] The stories we tell ourselves individually and globally

[11:57] Visualize this

[15:44] As you become more aware you are less likely to be swept away

[19:12] The moment you label something bad the suffering begins

[22:45] Everything you do is in your perceived self interest

[26:28] Stress is caused by everyone acting in their own self interest

[27:49] Meditation and Practice will add instances of clarity to your life

[29:10] Your purpose finds you if you are consciously aware

[30:24] Entrepreneurs are control freaks, you can not connect the dots looking forward

[31:18] Dr. Rao is human too & Tim’s mentor example

[33:08] Uneasy lies the head which wears the crown

[35:28] As Governor Jimmy Carter thought he could be President, so he made it happen

Mentions:

AreYouReadytoSucceed?

StartWithWhy

EO

Building your sales force from scratch has its advantages as long as you are clear on which behaviors, you as the sales manager expect from your new hires. The first people on your team will likely help you to figure out your go to market strategy and must be willing to experiment and share. For this reason, they should be curious, industrious and organized. If an interviewee has these 3 elements it will shorten the length of the onboarding process. Using a backwards planning training strategy your new employees will reach baseline viability faster to become an asset to your organization instead of a cost.

Key Takeaways:

[1:19] Training and development for sales onboarding

[2:10] Hubspot helps businesses to capitalize through inbound marketing

[3:06] How should behaviors be scaled and executed consistently

[4:59] Sales is not mimicry

[5:50] Fundamentals of inbound marketing, the product and sales acumen

[8:00] The right salespeople are industrious, curious and organized

[10:22] How the interviewee’s prepare for the interview shows industriousness

[11:22] How to find a person’s curiosity level

[14:38] Product knowledge is not as valued an asset as responsiveness

[16:12] We created an in house program because an off the shelf didn’t fit our needs

[19:24] Compensation is based on longevity sales vs quick hits

[21:27] The GPC Framework for solving a business problem

[23:44] Inbound activity also includes what is going on in between conversations

[25:52] Sales Manager concerns are basically these 2 things

[27:02] Your first people help you to figure out your go to market strategy

[30:40] Our specialization path for inbound marketing

[33:12] A BDR closes for time, a salesperson closes for money

[34:39] Baseline viability is a day of work without shadowing another employee

[37:50] Backwards planning uses 4 questions as a basis for your training program

Mentions:

Hubspot

SASSoftware

TheSalesAccelerationFormula

PredictableRevenue

@andrewtquinn

: Are daily tasks bogging you down and keeping you from moving your business forward? If so, gather your executives and hit the pause button every 90 days. Step back and gaze into your industry looking for bottlenecks or problems which need to be solved. Craft the essential question based on creating solutions to those bottlenecks. Be aware of unintended consequences which may lead to additional revenue generation. A successful business is a resilient business and faith in life creates resiliency.

Key Takeaways:

[1:11] What is the X Factor

[1:30] Industry bottlenecks need create solutions

[4:37] How to change our cost per sale was our essential question

[6:17] We serviced our customers faster than our competitors by answering the essential question

[10:45] Industry bottlenecks versus individual business bottlenecks

[14:06] 5 different points of view or diagnostic levers lead you to 25 bottlenecks

[21:37] Unintended consequences or by products of your business used to generate revenue

[23:38] Tom’s is a great example of generating revenue from a negative externality

[25:45] Relationship drivers that control your business; the Outback example

[28:20] Every 90 days talk about your essential question

[31:58] The essential question must be tracked in a metric form

[32:48] Synthesized innovation

[34:11] Daily tasks get in the way of innovation

[36:29] Faith in life creates resiliency and opportunity

[39:19] A personal reflection on the concept of gratitude and human development

Mentions:

BreaktheBottleneck

Holganix

HBR

EO

Gazelles

EMyth

GoodtoGreat

Praxent

Prolonged fear and stressors have negative health effects on teams therefore depleting them of their effectiveness. Why not make some changes to your corporate culture to alleviate burnout and increase loyalty? Customers will sense when your team is functioning at optimum levels and when your people believe in what they are doing. Clients then aspire to be closer to your tribe through partnerships. It’s a chemical response they can not resist. Build a circle of trust to ensure your work community looks out for the organization as a whole, not just themselves.

Key Takeaways:

[1:18] Acknowledging the patterns to understand the “why” behind our actions

[3:56] Burnout led to Simon’s purpose - to inspire

[6:57] The checklist of success was complete but I needed a shift in perspective

[10:56] The chemicals that lead to the good health of animals

[15:33] Prolonged fear and stress cause negative health effects

[17:07] Allow a social trigger to lead you to the process of understanding your origin story

[19:52] Your why statement can lead you to tears

[21:00] When ideas are repeated they can change the world

[22:37] Clients can sense if employees believe in their work and make decisions based on vibe

[23:33] A real life example of caring for the person in front of you

[25:53] Clarity of why, discipline of how and consistency of what

[26:40] A personal why very closely linked to the why of the organization

[30:04] Partners, Tourists and Terrorists

[32:57] Building a circle of safety is at the core of Leaders Eat Last

[36:14] The entire company is negatively affected during layoffs, not just the newly unemployed

[38:48] Trust, styles, givers, takers and matchers - making sense of it all

[44:37] Often top talents are takers

[46:14] Interview tips and escape routes

[47:26] A lifetime employment policy with a 3 month hiring process

Mentions:

StartwithWhy

SimonSinek

Man’sSearchforMeaning

TippingPoint

Authenticity

Praxent

LeadersEatLast

GiveandTake

Outliers

NextJump

@steveshed