Corporate CPR

On today’s episode, we discuss how a lack of closing across your entire organization could be detrimental to your company’s success.

Bob King is an award-winning author, filmmaker, and sales expert, renowned for his exceptional achievements in the industry, including multiple "Sales Star of the Year" honors. With a proven track record across retail, in-home, and B2B sales, Bob consults with sales professionals to infuse One-Call Magic into pitches, revive slumping teams, and transform total strangers into loyal customers—often within the first meeting.

 Key Discussion Points:

Closing is a Universal Skill: The concept of closing extends beyond sales teams to encompass all aspects of life and business. Whether it's getting your kids to clean their room or influencing organizational change, everyone needs to master the art of closing. This involves building trust, being persuasive, and understanding that closing is about facilitating a decision that benefits all parties involved.

Trust and Genuine Connection are Foundational: To be effective in closing, it's essential to build trust and establish a genuine connection with the people you're dealing with. This requires a sincere interest in their needs, challenges, and experiences. 

Belief in Your Product or Proposal is Crucial: To successfully close a deal or persuade others, you must have unwavering belief in what you're selling or proposing. This belief should be authentic and rooted in the conviction that what you're offering is truly the best solution for the other party. 

Address Objections with Empathy: Rather than ignoring objections or the reluctance to make a decision, engage with them sincerely. Addressing their concerns builds intimacy and trust, which can lead to a successful close. 

Effective Communication Requires Silence: One of the most crucial moments to be silent is after presenting a price or asking for a deal. Silence allows the other party to process information and respond, which can often result in a positive outcome.

Leaders Need to Inspire and Empower: Leaders, like CEOs, often have a strong belief in their company and its value, which makes them effective closers. To extend this ability to their teams, leaders must share their passion and experience in a relatable way, allowing team members to adopt these beliefs as their own.

Top Takeaways for the Audience:

1. A successful organization relies on its sales team’s ability to close deals, not just generate interest, as skilled closers are essential for converting leads into customers.
2. Effective leadership involves guiding others to adopt your agenda willingly, similar to closing a sale, by understanding and addressing their needs.
3. Developing your sales team through training and resources is crucial for improving their ability to close deals, leading to happier customers and business success.

How to Connect with Bob:

Website: https://www.joyofclosing.com/

LinkedIn: https://www.linkedin.com/in/bob-king-7a37951/

On today’s episode we are talking about how not growing your organizations EQ might be killing your company.

Martijn Lemmens is an experienced manager and coach with thirty years of experience at the intersection of IT and Marketing. He began his career equipped with tactical and technical skills and realized that over the years, his focus shifted to people leadership skills such as mentoring, coaching, building high-performing teams, and leading change processes. For his own development and growth, Martijn has been using PSYCH-K® since 2015, a tool that allows him to change his behavior and automatic programs at a subconscious level. As a PSYCH-K® facilitator and coach, he runs the coaching practice at de Werff to support individuals and organizations with their personal development and growth.

Key Discussion Points:

• Leading by Example is Crucial: The passage highlights the importance of leaders setting a positive example. If leaders work excessively during weekends and after hours, employees feel compelled to do the same, despite being told otherwise. This inconsistency can lead to stress and burnout among employees.
• Focus on the Present and Transform Limiting Beliefs: The author emphasizes working in the "here and now" and transforming limiting subconscious beliefs through the method called Psyche. By focusing on what individuals want instead of what they don't want, they can transform negative feelings and stress into positive, productive outcomes. This approach helps individuals to manage their fears and stresses effectively, leading to better performance and well-being.
• Personal Responsibility and Growth: The passage discusses the concept of personal responsibility, stressing that individuals are responsible for their own happiness and success. It suggests that acknowledging and owning one's circumstances is essential for personal growth and developing emotional intelligence (EQ). By taking responsibility for their actions and beliefs, individuals can transform their lives, both personally and professionally.

Top Takeaways for the Audience:

1. Emotional intelligence is essential for leaders to be effective and successful. It enhances relationships, performance, stress management, and resilience. Leaders should prioritize developing their emotional intelligence to lead better lives and teams.
2. Our actions and behaviors are ultimately the result of our underlying beliefs. To bring about meaningful change, it is crucial to address and transform these subconscious beliefs. Understanding and working on these beliefs can lead to significant personal and professional growth. 
3. Psyche is a powerful modality for communicating with and reprogramming the subconscious mind. Unlike traditional affirmations or self-talk, Psyche provides a structured process for creating lasting change in beliefs and behaviors. Leaders should consider utilizing this process to facilitate their personal transformation and enhance their leadership effectiveness.

How to Connect with Martijn:

Website: https://www.dewerff.net/en/

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

On today’s episode we are talking about how leaders neglecting strategic skills might be killing your company.

Rich Horwath, founder and CEO of the Strategic Thinking Institute, helps executive teams enhance their strategic capabilities. He is the bestselling author of eight books, including "STRATEGIC: The Skill to Set Direction, Create Advantage, and Achieve Executive Excellence." Rich has assisted over a quarter million leaders in developing strategic thinking skills, with his work featured in Fast Company, Forbes, and the Harvard Business Review. He has appeared on major TV networks like ABC, CBS, NBC, and FOX. 

Key Discussion Points:

• A consistent definition of strategy is crucial. Without a shared understanding, organizations waste time and resources. Strategy is the intelligent allocation of limited resources through a unique system of activities to achieve goals.
• Establish clear planning horizons: short-term (quarterly), mid-term (annual), and long-term (three years). Ensure everyone in the organization understands and aligns their efforts with these time frames. Include specific milestones to track progress and adjust strategies as needed.
• Engage in ongoing strategic thinking to gather insights and adapt plans. Use frameworks like business model innovation to foster creative thinking. Regularly revisit and adjust strategies through quarterly tune-ups. Maintain strong communication and collaboration across all organizational levels to ensure alignment and agility. 
• As Jeff Weiner, CEO of LinkedIn, emphasizes, the key to effective time management is carving out time to think strategically rather than constantly reacting. This practice should be non-negotiable, with leaders dedicating at least 90 minutes weekly to high-level business thinking and 60 minutes with their teams to focus on strategic issues, not operational or tactical matters.
• Strategic thinking sessions must have structure. Leaders should consider three main areas: the external environment (market, customers, competitors), the internal environment (culture, strategy, processes, systems, people), and innovation (emerging customer needs and future value). This structured approach ensures comprehensive analysis and forward-looking strategies that prevent obsolescence.
• Team meetings should avoid monologues and status updates. Instead, focus on discussing key business challenges and making decisions. Prior to meetings, teams should share two-page action plans and come prepared with critical questions and issues to address. This approach maximizes the productivity and strategic value of team gatherings.

Top Takeaways for the Audience:

1. Acumen: Always seek insights and learnings from every interaction, whether it’s a meeting, email, or casual conversation. Consistently ask, "What's the insight here?" and make it a habit to record these learnings. This continuous accumulation of knowledge enhances strategic acumen.
2. Allocation: Effective strategy involves deciding what not to do as much as what to do. Regularly evaluate and cut off activities that do not contribute to strategic goals. This disciplined approach ensures resources and attention are focused on high-impact areas.
3. Action: Develop and maintain a concise, actionable plan (one to two pages) that guides strategic initiatives. Engage in ongoing, interactive conversations with your team throughout the year to refine and execute this plan, rather than relying solely on annual planning sessions. This fosters agility and responsiveness to changing conditions.

These three A's—acumen, allocation, and action—provide a practical framework for sustained strategic thinking and effective execution.

How to Connect with Rich: 

Website: https://www.strategyskills.com/

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

On today’s episode we are talking about how not adjusting your leadership style for today’s people might be killing your company.

Graham Wilson specializes in helping top business leaders reach their full potential through advanced leadership techniques, simplifying complex concepts with his proven toolkit. His expertise spans leadership, strategy, innovation, change management, and elite team development. Having developed over 85,000 leaders, he is trusted by global organizations for his practical guidance and team-building abilities. With a background in the British Army and commercial experience at Dupont, Graham founded Successfactory over 26 years ago, witnessing firsthand how effective leadership drives extraordinary results.

 Key Discussion Points:

· Leaders must adapt to a rapidly changing world where traditional management can't provide all the answers.

· Effective leadership requires balancing clear direction, autonomy, and continuous performance conversations rather than outdated practices like annual appraisals.

· Building a leadership culture involves setting clear organizational values, aligning behaviors with those values, and fostering trust by avoiding self-interest and inconsistency.

· Leaders need to transition from traditional practices like annual appraisals and rigid KPIs to more agile and collaborative approaches that reflect the current business environment. Emphasizing cross-functional teams and breaking down silos can enhance organizational effectiveness.

· It’s crucial to educate and mentor new graduates and employees not just on the immediate job skills but on the broader context of the business environment. Encouraging a mindset of giving before receiving, fostering empathy, and developing a thinking and problem-solving approach can prepare them for leadership roles.

·  Understanding that people are motivated by different factors, including purpose, autonomy, and mastery, is essential. Organizations should focus on creating an employee value proposition that attracts and retains talent by ensuring fair compensation and promoting a purpose-driven culture that aligns with employees’ values.

Top Takeaways for the Audience: 

1. Speed Up by Slowing Down: Take the time to think and reflect before acting. Being efficient and effective requires thoughtful consideration to ensure you're doing the right things, not just doing things right.

2. Self-Awareness and Authentic Leadership: To lead others effectively, you must first understand and lead yourself. Delve into your values, beliefs, and strengths. This self-awareness forms the foundation of authentic leadership. 

3. Play to Your Strengths: Focus on environments and roles where your strengths can shine. You can compensate for weaknesses with support from others, but leveraging your strengths leads to greater satisfaction and success. Remember to align your work with what gives you a fulfilling life, continually reassessing and adapting as your circumstances evolve. 

How to Connect with Graham: 

Website: https://www.grahamwilson.com

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

On today’s episode we are talking about how not scaling your ARR might be killing your company.

Angeley Mullins is a seasoned Commercial Executive (CCO/ CRO) & Operations Executive (COO) with leadership roles across the US, EMEA, UK, & APAC including Amazon, Intuit, GoDaddy, and her most recent role as Chief Commercial Officer (CCO) at Resourcify, a digital platform that helps companies reduce their waste, increase their recycling, and promote a circular economy. Her experience focuses on commercial & operations growth: revenue, marketing, brand, sales, product, and international expansion in both technology scale-ups & larger corporations. In 2023 Crunchbase recognized her, along with other prominent technology leaders, as one of the most influential women in sales. She has a special interest for advancing the conversation around women in leadership and diversity at the executive level.

Key Discussion Points:

• Importance of ARR in SaaS Businesses: Annual Recurring Revenue (ARR) is considered the lifeblood of SaaS businesses. It measures how much revenue is recurring and helps gauge the company's growth and scalability. Understanding and accurately measuring ARR is crucial for evaluating business performance, especially during economic downturns.
• Value of Knowing Your Customer: Successful ARR strategies hinge on a deep understanding of the customer. Businesses should regularly engage with their clients, ask for feedback, and use this information to enhance their product offerings. This approach ensures that the product or service meets customer needs and maintains high value perception.
• Strategic Pricing and Value Communication: The perceived value of a product or service is more important than its price. Companies should focus on conveying the value they provide rather than competing on price alone. Properly understanding customer pain points and aligning the product's value proposition with those needs can lead to more effective pricing strategies and higher customer satisfaction.
• Importance of KPIs in Today's Economy: Strong KPIs (Key Performance Indicators) significantly influence investors and company valuations. The focus has shifted from hypergrowth to conservative, stable, and predictable revenue streams, driven by a more cautious economic environment. 
• Key Metrics for Company Health: Revenue per employee has become a crucial metric, reflecting the efficiency of human capital utilization. Other important metrics include customer retention, time to value, net revenue retention, and product stickiness, which help gauge a company’s ability to acquire and retain customers. 
• Strategies for Sustainable ARR Growth: Building excellent product experiences and ensuring quick time to value for customers are essential for retaining clients and driving growth. Companies should aim to scale the number of units sold per salesperson rather than simply increasing the sales force to maintain efficiency and control overhead costs. 

Top Takeaways for the Audience:

1. Understanding your client’s needs and preferences is crucial for sustained growth and retention.
2. Focus on your holistic ARR and revenue situation, not just the top-line numbers, to get a complete picture of your business health.
3. Assess your current stage of growth honestly to ensure stable and predictable revenue. Adjust your strategies accordingly.

How to Connect with Angeley:

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

On today’s episode we are talking about how perfectionism might be killing your company.

Jessica Osborn is passionately committed to building and developing global teams that deliver exceptional business outcomes with a human-first, growth mindset. She has successfully coached over 27 team members into leadership and cross-functional roles aligned with their career goals. Recognized for her contributions to company culture leadership, Jessica has received awards for exceeding net and gross retention with multi-million-dollar SaaS account portfolios across various verticals. An expert in improving customer journeys, lifecycle management processes, and product development through customer feedback and data, Jessica is also a thought leader in Customer Success. She has shared her insights at numerous industry events, including Success Fest Austin (2023) and Success Fest Vegas (2022). 

Key Discussion Points: 

• Impact of Perfectionist Leadership: A perfectionist leader can set high standards that may lead to an environment of fear and isolation if mistakes are not tolerated. This can result in anxiety and paralysis within the team, hindering productivity and collaboration.
• Difference Between Quality and Perfectionism: Quality involves setting and communicating clear standards and expectations. In contrast, perfectionism demands flawlessness, often leading to excessive time spent on tasks and potentially never completing them due to fear of imperfection.
• Encouraging a Healthy Culture: Successful organizations foster an environment where failure is seen as a learning opportunity rather than a catastrophe. This involves clear objectives, open communication, reflection on failures, and flexibility to pivot when necessary, creating a more agile and innovative team dynamic.
• Embrace Vulnerability: Leaders who admit their mistakes foster trust and learning. For instance, GoCardless CEO Heroki's openness about his failures garnered a positive response from employees.
• Promote a Growth Mindset: A growth mindset encourages viewing failures as learning opportunities, fostering resilience and creativity. In contrast, a fixed mindset leads to blame and stagnation.
• Balance Ambition with Empathy: Drive teams towards goals while understanding their challenges. Supportive environments prevent burnout and maintain morale through team-building and celebrating both wins and learning moments.

Top Takeaways for the Audience:

1. Evaluate whether you and your team have a growth or fixed mindset. Identify one action to foster a growth mindset.
2. Set a tone where it's okay to fail. Introduce a "wins and oops" segment in meetings to normalize and learn from mistakes.
3. Share something personal with your team to build trust. Challenge yourself to be open and honest about your own experiences.

 How to Connect with Jessica: 

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

On today’s episode we are talking about how not understanding AI might be killing your company. 

Ajay Malik, former Head of Architecture/Engineering for Worldwide Corporate Network at Google, is a technologist, business futurist, and prolific inventor with over 100 patents in AI, Wi-Fi networking, quantum computing, and real-time location. He has founded and sold multiple startups, led a public company exit, and served as a Section 16 officer. Ajay authored several books, including "RTLS for Dummies," "Augmented Reality for Dummies," "Artificial Intelligence for Wireless Networking," and "First God, Then Man, Now AI - Shapes within Time Space." Currently, he is the CEO of SECO MIND USA LLC, which develops StudioX, a leading enterprise AI platform. Ajay has also held executive roles at Meru Networks, Hewlett-Packard, Cisco, and Motorola, and holds a B.E. in Computer Science & Technology from IIT Roorkee, India. 

Key Discussion Points:

• The primary benefit of AI for organizations is the significant improvement in productivity and efficiency. This is particularly important in the current economic climate where maximizing efficiency is crucial.
• AI plays a vital role in knowledge management, especially as organizations face workforce turnover. AI can help capture and disseminate knowledge efficiently, aiding in training new employees and preserving institutional knowledge.
• While AI tools like ChatGPT offer significant benefits, they also pose security risks. Organizations need to be cautious about data privacy and implement strong policies and encryption measures to protect sensitive information when using AI tools.
• AI is expected to automate many job functions, leading to a significant shift in the job market. Jobs that can be performed remotely and those involving repetitive tasks are at high risk of automation. However, people-oriented jobs and roles requiring complex human interactions are less likely to be replaced by AI in the near future.
• The future will see a model where AI performs the bulk of the work, with humans providing essential oversight and decision-making. Individuals who can effectively use AI to enhance their productivity will thrive, emphasizing the need for critical thinking and problem-solving skills in the AI-driven workplace.

Top Takeaways for the Audience:

1.     Embrace AI for Growth: If you are not thinking about AI or using AI for your personal or business growth, it's time to start. People or businesses won't be replaced by AI itself but by those who leverage AI effectively.

2.     Implement and Normalize AI Usage: Make AI usage a policy or initiative within your organization. Use AI with proper controls in place. Adopt a balanced approach where the first 15% of work is done manually, the next 70% with AI assistance, and the final 15% manually again. This method enhances productivity while maintaining critical thinking skills.

3.     Learn from Others and Experiment: Don't hesitate to ask others about their AI practices and learn from them. Conduct small proof-of-concept projects to explore AI's potential in your organization or personal life. This experimentation can lead to improved velocity and quality with minimal investment.

How to Connect with Ajay: 

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

Website: https://studiox.secomind.ai/

On today’s episode we are talking about how ignoring the work-from-home trends might be killing your company.

Denis O'Shea is the founder and chairman of Mobile Mentor, a global leader in the endpoint ecosystem. Founded in New Zealand in 2004, the company empowers people to achieve more with their devices. In 2017, O'Shea moved to Nashville to focus on securing the mobile workforce in the US. He has partnered with industry leaders like Nokia, Citrix, and Microsoft, earning the Global Partner of the Year Award for Endpoint Management. A former global executive with Nokia, O'Shea has extensive international business experience. He is passionate about international business, fly-fishing, and playing guitar.

Key Discussion Points:

• Stagnant Hybrid Work Configuration but Shifting Attitudes: Despite the pandemic subsiding, the configuration of hybrid work has remained unchanged over the last two years. However, employees' attitudes have significantly shifted, with increased focus on personal well-being, productivity, and privacy, while company culture has become less important.
•  Challenges with Remote Work Onboarding and Security: Remote onboarding continues to be problematic, with employees struggling to set up devices and get necessary support. Younger employees are using unsecured personal devices and practicing lax password management, leading to potential security breaches.
• Discrepancies in Productivity and Preferences Across Generations: Gen Z employees, who began their careers during the pandemic, prefer office environments for better productivity and support. They exhibit more casual attitudes towards data security, unlike older generations who prioritize company and personal data security more highly.
•  Generational Differences in Data Sharing Attitudes: Younger generations, particularly Millennials, are more willing to share personal data in exchange for convenience and insights. This contrasts with older generations, who tend to be more cautious about data privacy and security.
•  Effective Communication About Data Privacy in Companies: Companies should reframe security messages with a focus on personal privacy to better engage employees. Emphasizing the protection of personal data resonates more with employees than using terms like compliance and risk.

Top Takeaways for the Audience:

1. Hybrid work is here to stay. Research shows that hybrid work is now a permanent fixture in the workplace. Companies need to invest more in making hybrid work environments secure, productive, and cohesive.
2. There is still much to do in enabling and empowering hybrid workers with the right technology. It's an ongoing journey for everyone involved, including organizations like Mobile Mentor, to figure out and optimize hybrid work setups.
3. The process of improving hybrid work is both challenging and enjoyable. With increasing numbers of clients and partners working in hybrid configurations across various geographies and time zones, it's crucial to remain passionate and engaged in making hybrid work successful.

How to Connect with Denis:

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

Website: https://www.mobile-mentor.com/

On today’s episode we are talking about how cybersecurity could kill your company with Richard Hollis.

Richard Hollis is the Chief Executive Officer for Risk Crew Limited a unique London-based information security governance, risk, and compliance (GRC) management consulting firm specializing in providing creative, cost-effective, independent cyber risk management and security awareness training solutions.  Richard possesses over 25 years of “hands on” skills and experience in designing, implementing, managing, testing, and auditing enterprise level information security programs. Over the course of his career, Richard has served as Director of Security for Phillips, in Paris, France and Deputy Director of Security for the US Embassy Moscow Reconstruction Project as well as a variety of sensitive security positions within the US government and military.  In addition to his work with Risk Crew, Richard serves on several security technology company boards and security industry advisory councils.

Key Discussion Points:

Understanding Risk and Breach Capacity: It's crucial for executives to understand their organization's risk appetite and breach capacity. This involves knowing the extent of damage the company can handle in the event of a data breach, identifying and prioritizing threats through thorough risk assessments, and planning accordingly to manage potential cybersecurity threats effectively.

People-Centric Cybersecurity: Recognizing that employees can be the weakest link due to vulnerabilities like social engineering and phishing attacks is essential. Making data protection personal for employees by relating it to their own personal data can enhance their understanding of the importance of cybersecurity. Additionally, investing in education and awareness alongside robust security protocols can strengthen the human aspect of cybersecurity.

Proactive and Holistic Security Measures: Adopting a proactive approach to cybersecurity by thinking like a hacker, regularly assessing risks, and implementing strong security measures is vital. Companies should balance investments in people, processes, and technology to create an effective defense. A holistic approach that includes ongoing vigilance and readiness can help mitigate risks and address potential breaches before they become catastrophic.

Top 3 Takeaways for the Audience: 

• Cybersecurity is an oxymoron. There's no such thing as a secure computer, so you need to understand your appetite for breach. Quantify that by conducting a risk assessment and cure what you can cure and take on what you can take on day to day like fire, life, safety.
• There's no silver bullet for cybersecurity. The industry doesn't tell us that because the industry wants to sell us a cybersecurity product, but technically running a business today, you need to understand the impact of a cybersecurity breach on your systems, quantify that and document it so it is a real and talked about issue at the board level.
• Please, always remember, cybersecurity is not about protecting ones and zeros. This is data that we need to protect because it's data about people's lives. If a customer gives you their data, the implied transaction is you'll protect it according to their understanding of privacy, not yours. We owe it to each other as a society to protect each other's data. 

How to Connect with Richard:

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

Website: https://www.riskcrew.com/

On today’s episode we are talking about how missing the mark on human-centric selling might be killing your company.

Kayvon Kay is a speaker, sales expert, CEO of The Sales Connection, and the creator of the Human-Centric Selling methodology that helps sales reps and individuals transform their sales success for a lifetime of growth. Kayvon’s sales journey began early, thrust into a world of competitive, outcome-driven tactics. While others focused on transactions, Kayvon saw the value in genuine human connections. By prioritizing relationships over sales, he quickly became the #1 pharmaceutical sales rep. Unfulfilled in the corporate world, Kayvon faced existential questions, using adversity as a steppingstone to self-awareness and mastery. His philosophy shifted to emphasize authenticity and self-belief.

Episode Highlights:

• Changing the Narrative of Sales: The perception of sales needs to shift from being sleazy and transactional to focusing on genuine human connections and problem-solving. This change is essential because sales are fundamental to business success, despite being one of the most disliked professions.
• Human-Centric Selling: A three-step methodology for human-centric selling includes aligning the salesperson's mindset and energy, building deep, authentic relationships with clients, and being intrinsically motivated and passionate about their work. These steps make sales about the client rather than the salesperson, leading to better performance and resilience.
• Effective Sales Training and Assessment: Traditional sales training methods are often ineffective without ongoing support and the right approach. Focusing on the individual salesperson's internal state and commitment to the product, along with using assessments and metrics, ensures that salespeople are in the right roles and have the necessary skills and conviction.
• Business Owners as the Sales Team: If you are a business owner without a dedicated sales team, you must assume the role of the sales team yourself. Everything you desire in life involves making a sale, and everything you achieve is like earning a commission, making sales a critical skill for success.
• Effective Follow-Up Strategy: Effective follow-up requires a balance between persistence and tact, utilizing various methods such as texting, calling, emailing, and social media interactions. The key is to maintain a personalized and timely connection, rather than relying solely on automated systems, to build meaningful relationships and increase sales success.

Top Takeaway for the Audience:

“Stop selling from your head and start selling from your heart.”

How to Connect with Kayvon:

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

Website: http://thesalesconnection.com