Talica's sales career has spanned over two decades. She has expertise in selling products and services ranging from high-end apparel, investment management, high ticket coaching programs and consulting services. She has led business development and revenue growth strategies for top-performing wealth advisory teams and run sales departments for start-ups and established entrepreneurs.

SPEAKER LINKS

Host, Paul Syng: https://linktr.ee/paulsyng

Guest, Talica Davies: talicadavies.com

EPISODE LINKS

Spotify, Apple, Anchor & more: https://anchor.fm/PAULSYNG

CHAPTERS

(00:00) Who is Talica Davies

(03:39) Closing $750,000,000 in sales

(05:23) Lessons from closing 9-figure deals for individuals

(10:22) How to become the person that closes 9-figure deals

(13:05) Discomfort and uncertainty in sales vs regular 9-5 folks

(16:20) What advice would Talica give to her younger self

(19:17) How to care about and believe in what you’re selling

(24:24) How to step into the shoes of your customer or client

(27:27) Language vs intelligence 

(29:59) What is sales?

(33:23) Onboarding: Training, scripts and frameworks 

(38:18) The power of questions

(40:24) How to start your coaching business without a website

(47:05) Warm vs cold lead. Doing outreach right

(52:18) How to build an offer

(56:16) Pricing: common mistakes

(58:28) Reframing: what you’re selling vs what they are buying 

(01:07:24) Sales 101: Presenting your compelling offer 

(01:13:24) What are buying signals and how to look for them

(01:18:09) Asking for money 

(01:22:50) How to control the sales conversation without being needy

(01:28:37) Summary and 3001 Questions

(01:33:35) Final words from Talica

Anchal is a Certified Somatic Sexologist from the Institute of Somatic Sexology, Australia.

In addition to this, she is also a certified counsellor and Art Based Therapist and provides emotional support at sex and intimacy festivals all around the world.

Her mission is to support individuals and couples (of all genders and relational styles) to become an authority over their bodies and pleasure.

Using somatic embodiment tools, she guides you to develop a deeper connection with your body and sexuality, assisting you to let go of shame, conditioning and unhelpful patterns and open to more pleasure, purpose and choice.

She leads with an open heart & facilitates with knowledge, integrity, & wisdom.

SPEAKER LINKS

Host, Paul Syng: https://linktr.ee/paulsyng

Guest, Anchal Kaushal on Linkedin: linkedin.com/in/anchal-kaushal-1482a61

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

Calendly: https://calendly.com/anchal-integratedsexuality/somatic-inquiry

1st book recommendation: https://a.co/d/0tdNnq7

2nd book recommendation: ⁠https://a.co/d/bgi0bOT⁠

EPISODE LINKS

Spotify, Apple, Anchor & more: https://anchor.fm/PAULSYNG

CHAPTERS

(00:00) What is a Somatic Sexologist

(10:11) Early career as an Art Director working in an agency

(12:39) Relationships, sexuality and story of anguish 

(21:34) The Birds and the Bees: society, family, talking taboo subjects

(34:56) Focus of society on the internal vs the external world 

(38:48) Watching blue films (and their impact on thinking and beliefs)

(43:03) First-time encounters were pretty bad (we’ve all been there)

(47:55) Sharing your desires and listening to your body

(54:53) How males and females use sex (selection, attraction and scripts)

(01:10:20) With great power comes great responsibility (+intrinsic vs extrinsic)

(01:15:14) Daddy or mommy issues 

(01:17:37) Anchal shares observations and common questions people ask

(01:34:56) How selection criteria vary for a short-term vs long-term mate

(01:37:32) The role of the head, heart and gut (awareness exercise)

(01:45:43) What fetishes, kinks and preferences say about us

(01:50:15) How and where to start your somatic journey (recommendations)

(01:53:58) Concluding notes and final thoughts

Eric Almquist has 44 years of experience in management consulting, focusing on customer strategy and marketing to help companies with their toughest management challenges. He has brought the best ideas from numerous fields to help clients better understand their customers. He created the first advanced customer analytics capability in the consulting industry, focusing on segmentation, demand modelling, brand strategy, and customer relationship management. His team pioneered the commercialization of discrete choice models, latent class analysis, and other tools, creating new customer segmentation, CRM, and in-market experimentation approaches.

As a partner in Bain & Company’s Boston office and leader of Bain’s global Customer Insights and Analytics capability, Eric has worked in various industries, including retail, consumer products, financial services, and telecommunications. He is an expert in applying advanced analytics to help companies improve their value propositions, marketing, customer experience delivery, and customer retention. He has extensive experience with new customer acquisition, brand strategy, and product/service development.

Eric has also contributed to several publications and regularly speaks on customer, demand management, and corporate brand strategies. His most recent research is on the Elements of Value, both B2C and B2B, published in the Harvard Business Review.

SPEAKER LINKS

Host, Paul Syng: https://linktr.ee/paulsyng

Guest, Eric Almquist: linkedin.com/in/eric-almquist-993898

HBR article: https://hbr.org/2016/09/the-elements-of-value

Bain & Co: https://www.bain.com/insights/the-elements-of-value-hbr/

Vermicular Pots: https://www.amazon.ca/s?k=Vermicular&ref=bl_dp_s_web_0

Balmuda: https://www.amazon.ca/s?k=BALMUDA

EPISODE LINKS

Spotify, Apple, Anchor & more: https://anchor.fm/PAULSYNG

CHAPTERS

(00:00) Welcome to episode 11, Eric’s origin story

(06:41) Applying to a blind AD, first job

(08:52) Early days at Lippincott, growing it into a behemoth 

(18:37) Statistics, the average person and big data

(26:48) OpenAI, language models and data (Have a POV)

(36:08) What Dyson, Vermicular (high-end rice cookers) and the iPod have in common

(41:59) Origins of The Elements of Value, NPS (Net Promoter Score) & HBR article

(55:32) Using TEoV to build empathy and other use cases

(58:17) Using TEoV in a sales cycle to understand the buyers (B2C vs B2B)

(01:09:59) TEoV is perfect for positioning work (brand strategy)

(01:22:15) Having meaningful conversations and measuring buyer sentiment

(01:31:39) The biggest misconception about The Elements of Value 

(01:38:02) Summary and concluding thoughts

Jessica Guzik is a Senior Brand Lead at Shopify in Berlin, Germany. She has over 5 years of experience in digital and brand marketing. She is also a licensed attorney. She has experience coaching teams, establishing partnerships and leveraging relationships with international and remote teams to drive brand awareness. She has also led creative teams and has experience in video marketing and social media management for Oberlo. Prior to joining Shopify, she has worked as a consultant, a dinner party host, a manager for strategic partnerships and events, an associate director for strategic content, and a judicial law clerk. She holds a Bachelor's degree in Classics from University of Notre Dame and a Juris Doctor degree from Washington and Lee University.

SPEAKER LINKS

Host, Paul Syng: https://linktr.ee/paulsyng

Guest, Jessica Guzik: https://www.linkedin.com/in/jessicaguzik/

EPISODE LINKS

Spotify, Apple, Anchor & more: https://anchor.fm/PAULSYNG

Jessica’s Oberlo YouTube videos 

https://youtu.be/w1j0bdLlAkY

https://youtu.be/H-BhkIteerc

https://youtu.be/jfwUsQ2Y1lg

Jessica’s book: Let's Take Berlin: Essays on Expat Life

https://a.co/d/aLZoFKl

Book Recommendations

Crucial Conversations: https://a.co/d/7DjyYUS

How to Talk So Little Kids Will Listen https://a.co/d/3ZjWPjU

Inspiration

Colin & Samir: https://www.youtube.com/@ColinandSamir

Neil Patel: https://twitter.com/neilpatel

TIMESTAMPS

(00:00) Theme of the conversation

(02:22) How we know each other

(05:59) Jessica’s life before Berlin: Writing, co-living & feeling lost

(12:05) Only looking back the Dots connect: From law to YouTube

(17:48) How Jessica got into practicing law

(20:15) Lessons and takeaways from law

(21:30) The master curator: organizing house parties and dinners

(25:39) Why Jessica organized events 

(33:14) Staring into the eyes of a person or a screen (lost skills)

(41:50) Loneliness and dealing with it at different stages

(49:00) Getting a job at Shopify: Tips on standing out to get hired

(55:33) Jealousy and how Jessica wrote a book about Berlin 

(01:01:30) Do this one thing and the hiring manager will hire you on the spot

(01:06:38) Initial days at Shopify

(01:11:45) Advice for YouTubers on how to grow fast (Oberlo lady tells all)

(01:20:24) Life beyond fame and being on camera

(01:25:45) Babies, mat leave around the world (going down the rabbit hole)

(01:29:18) Fun story about Berlin and Mayonnaise 

(01:34:24) Leadership, difficult conversations and giving feedback

(01:49:29) 2 great books on communication for adults and kids

(01:54:40) Closing remarks and thoughts

(01:58:24) 3001 Questions All About Me

(02:01:21) Jessica’s message to the audience

(02:02:46) Bonus question

Erik Host-Steen is an expert in sales, marketing, and product development who helps business leaders improve their revenue trajectory and satisfaction at work. He has cross-functional leadership skills and specializes in sales processes, funnel management, strategic marketing, product management, business development, and digital transformation. He has expertise in water, environmental monitoring, specialty materials, measurement systems, process control instrumentation, IoT, wind energy, wind turbines, and drones.

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SPEAKER LINKS

Host, Paul Syng: https://linktr.ee/paulsyng

Guest, Erik. Host-Steen:  https://www.linkedin.com/in/erikhoststeen/

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EPISODE LINKS

Spotify, Apple, Anchor & more: https://anchor.fm/PAULSYNG

↓

Fix culture without fixing people

https://www.smpalignment.com/blog/2021/7/fix-culture-without-fixing-people

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TIMESTAMPS

(00:00) Who is Erik Host-Steen

(05:38) Talking to the customer from their perspective vs your own

(08:47) Peanut butter, camping gear and mental models for simplifying ideas

(16:04) Fixing culture without fixing people

(22:28) NASCAR and common mistakes leaders make in designing orgs

(32:42) Why metrics, dashboards and obsession over data is pointless

(33:28) How brand and business strategy can often become dumpster terms

(38:07) Tour of duty, adaptability and employability    

(42:21) Connecting the dots between outcome hierarchy and the round canoe

(48:10) Building a house vs The blind men and the elephant

(55:01) Scenarios: How to build a culture of curiosity (order taker to advisory)

(01:04:51) Coinbase, Twitter and final thoughts from Erik and Paul

(01:11:36) 3001 Questions All About Me

(01:14:39) Closing remarks

Daniel Stillman designs conversations for a living and insists that you do, too. As an executive coach and facilitator, he works with clients of all shapes and sizes on leadership and team dynamics as well as on product and organizational innovation. He also hosts The Conversation Factory podcast (a top 100 Management Podcast) and is the author of “Good Talk: How to Design Conversations that Matter” a handbook for changemakers and innovators.

Daniel has worked with Fortune 500 organizations like Accenture, Cisco, Google and Visa and non-profits and government agencies like The Institute of International Education, UNICEF and The NYC Public School Innovation Lab to help them put people at the center of change.

Daniel has a BS in Physics from the City College of New York and a Masters in Industrial Design from the Pratt Institute in Brooklyn. He lives in Harlem with his wife and a grumpy black cat.

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SPEAKER LINKS

Host, Paul Syng: https://linktr.ee/paulsyng

👉🏼 Guest, Daniel Stillman:

Podcast: https://theconversationfactory.com/listen

Book: https://theconversationfactory.com/good-talk

Personal Site: https://www.danielstillman.com/

Connect on LinkedIn: https://www.linkedin.com/in/danielstillman/

Connect on Twitter: https://twitter.com/dastillman

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EPISODE LINKS

Spotify, Apple, Anchor & more: https://anchor.fm/PAULSYNG

Listening Triangle

Making Conversations

Mastering Virtual Presence

Power of Leader Humility

Sales Metaphor

Problem Framing

Indigenous Thinking

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BOOKS

Humble Inquiry: Link

Helping: Link

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TIMESTAMPS

(00:00) Meeting at a bar in New York and the story behind the book, Good Talk

(04:21) Who is Daniel Stillman?

(10:51) The art of communication as a critical skill

(17:21) Conversations in our head to complex conversations

(28:44) Perspective-taking, biases and uncovering the true challenge

(35:41) Deep listening, frameworks and mental models

(46:22) Expert listening, coaching vs advisory

(58:50) Humble inquiry, thinking partner and early conversations to build trust

(01:15:35) The client doesn’t know what they want (the abstraction ladder and Conversation OS)

(01:26:47) How to get clarity and intention when you express yourself

(01:38:32) From peer to boss. Leadership and how to handle difficult conversations

(01:48:27) Final words from Daniel

Stephen helps people generate revenue with persuasive videos and automated systems to distribute content at scale. After Stephen sold the tech company, he grew to 2.6 million/year. He looked back and knew it could have been done even faster. He got into video and social media—when he ran into all the challenges, he used his tech skills to streamline the process. People started noticing his solutions and wanted to buy his systems, but now that’s all he does.

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SPEAKER LINKS

Host, Paul Syng: https://linktr.ee/paulsyng

Guest, Stephen G Pope: https://tiktok.com/@stephengpope

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RESOURCES

Content Matrix Worksheet: https://bit.ly/3TBd3au

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TIMESTAMPS

(00:00) Stephen G Pope's story and crossing 36000 followers on TikTok

(03:05) Where to start, what’s the first step and why video

(06:45) What do I say on video and overcoming fear of failing publicly

(11:40) How to get started with your webcam or phone

(16:15) Repeating yourself and what kind of content gets more views

(21:30) Understanding the big picture and keeping it simple

(26:00) How to find ideas on making content by listening to your customers

(28:40) How to pick a platform to start your video journey

(32:20) How to build your audience and what to avoid

(34:54) The “glasses” and showing your personality

(38:20) How Stephen helps and coaches his clients

(40:15) 3001 Questions all about me and Stephen plays “In a sentimental mood”

(42:10) Final words and close

Shwetank Dixit has broad experience in product management, technology strategy (including AI strategy), corporate innovation, engineering management, program management, developer relations, technology evangelism, web standards, browser extensions, technical documentation, and conference organization and public speaking. He often acts as a bridge between the pure tech and business realms.

EPISODE LINKS

Paul Syng: https://linktr.ee/paulsyng

Shwetank Dixit: https://twitter.com/shwetank

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Shwetank's talk at JSConf on Adblocker Circumvention

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Articles by Shwetank

Table stakes, KTLOs and Differentiators

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Dealing with change: NIH Syndrome, institutional exceptionalism and isomorphic mimicry

-

Ambitious Leadership

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Book Recommendation: Endurance: Shackleton's Incredible Voyage by Alfred Lansing

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Sundar Pichai's OKR tweet

-

Ad Filtering Dev Summit

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TIMESTAMPS

(00:00) Optimism and raising kids

(05:39) Zero to one efforts

(09:58) Doing things that don’t scale (Airbnb story)

(14:09) Behind the scenes: Opera (How browsers work and the future)

(24:02) Browser rendering engine monopolies and privacy, user data and cookies

(38:00) How online ads help prevent a class system on the internet

(42:20) People behind ad block services and their philosophy

(48:29) Leadership and future value mindset to tactics

(57:36) Ambitious leadership: Voyages, Marathons and Sprints

(01:08:06) Being strategic and preparing a business case for executives

(01:17:57) Diverse teams and assembling the right people (+ challenges)

(01:26:42) Learn how your company makes money and incentives (+ KLO)

(01:34:28) OKRs, NIH Syndrome and dealing with conflicts (org dysfunctions)

(01:42:34) Different teams and building culture

(01:50:28) Giving feedback the right way and understanding team dynamics

(01:55:34) Isomorphic Mimicry

(01:58:52) Summary by Paul

(2:04:45) Advice on how to show up and get hired (remote first)

Isha is a Transformation and Change Management Coach with extensive experience in introducing change and driving adoption with people. She is skilled at structured design and implementation of large-scale complex change initiatives while focusing on a smooth transition from the current state to the target state by providing thought leadership, coaching and training. Outside of work, she is a loving daughter, mom and wife who enjoys spending time with her family. She likes to meditate and focus on holistic health in her quiet time.

SPEAKER LINKS

Host, Paul Syng: https://linktr.ee/paulsyng

Guest, Isha Singh: https://www.linkedin.com/in/ishasingh-5221/

EPISODE LINKS

Spotify, Apple, Anchor & more: https://anchor.fm/PAULSYNG

Watch on Youtube 

TIMESTAMPS

(00:00) Galaxies and spirituality

(10:57) How do we know each other

(14:50) Memories and lessons learned from college

(19:32) Boeing 777 campaign story

(24:03) Isha’s current role as a transformation coach

(25:10) Understanding macro and micro, connecting strategy with initiatives

(28:22) How and when do transformation coaches get involved

(32:26) How to get buy-in at the leadership level

(38:46) Understanding and knowing incentives that drive behaviour

(43:16) Advice on how to navigate a dysfunctional organization

(59:12) High five diffusion in management consulting

(01:02:12) Cognitive empathy, speaking in grade eight language and asking stupid questions

(01:17:10) Isha’s backstory, early years and influences

(01:33:12) Radical candour, self-awareness and cultural differences

(01:51:57) Who moved my cheese

(02:04:04) Learning zone and growth mindset

(02:05:02) How coaches and SMEs help leadership navigate a dysfunctional org

(02:13:30) Tactical steps leadership can take to address dysfunction and get alignment

(02:23:29) 3001 questions all about me

(02:24:46) Final words and close

Gayle is a Sales Enablement leader with a demonstrated record of success and extensive experience driving cross-functional collaboration, customer and partner engagement and loyalty, and revenue and market share by empowering sales teams with the right coaching, tools and training to maximize productivity. When she is not working, she is a loving daughter, wife and mother trying to live her best life while caring for those in her life who mean the most.

SPEAKER LINKS

Host, Paul Syng: https://linktr.ee/paulsyng

Guest, Gayle Charach: https://www.linkedin.com/in/gcharach/

EPISODE LINKS

Spotify, Apple, Anchor & more: https://anchor.fm/PAULSYNG

CHAPTERS

(00:00) How Gayle and I met

(02:08) Gayle’s current role as Global Head of Sales Enablement at vArmour

(03:34) From Winnipeg to Toronto

(07:07) Teamwork, collaboration, and other lessons learned from camp

(11:02) Driving results with the STAR methodology

(13:54) Trip to Israel and emotional regulation as a leadership skill

(19:20) Speaking in Eight grade language for domain experts

(23:33) Not fitting into a box and Gayle’s car buying story

(32:52) Leading with a story to invite people into the conversation

(38:38) Helping logical minds tell emotion-led stories

(43:06) From strategy to initiatives, change management and the role of collaboration

(52:16) Improving communication bandwidth between people and teams

(01:03:25) Building trust and bringing people on the journey by knowing what drives them

(01:10:13) Culture and behaviour as a result of incentive structures

(01:15:23) Connecting the people at the bottom with the top

(01:22:43) How Gayle got into sales

(01:28:08) Imposter syndrome, limiting beliefs and trusting yourself

(01:33:14) Advice for women looking for a career in sales

(01:40:06) Paul’s summary and learnings

(01:42:58) 3001 Questions all about me

(01:45:23) Closing remarks