Welcome back to Future Squared for episode #274... and a half.

The purpose of this episode is to announce what you might have noticed already, and that is the brand and direction refresh for the show.

When I started the show almost 3 years and 274 episodes ago,  it was all about entrepreneurship and corporate innovation.

In the time since, the show has evolved quite a bit to explore myriad disciplines including technology, psychology, philosophy, economics, sociology, politics, biology, motivation, management, leadership, health, fitness and productivity.

As the new intro track says, the show is about more than just helping you innovate, it’s about helping you to think in a multi-disciplinary way so that you can make better decisions, kick  goals in your professional and personal life and better navigate what is fast becoming a Huxleyian Brave New World.

As such, the new brand was inspired by the Terminator movies and those eight simple words that Arnold Schwarzenegger utters as the T-800 cybernetic organism... "come with me if you want to live", a reflection of this show’s underlying purpose.

This change gives me the freedom to explore said topics without feeling like I'm alienating corporate innovation or entrepreneurship listeners and also opens the show up to a much larger audience, many of whom mistakenly think that Future Squared is just for the latter, when for a long time, it has been about so much more than that.

If you’ve been a long time listener, you shouldn’t expect any major changes to the content. I’ll continue to bring you a wide range of guests, as I have been doing for a long time now, and it was about time that the brand reflected that.

And of course, I couldn’t resist but incorporate a little heavy metal music into the intro to go with the vibe of the show.

If you have any comments or thoughts on the new brand and direction, I’d love to hear from you on Twitter. Just tweet me at @steveglaveski.

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I hope you enjoyed this episode.

If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0 Also available on: Spotify, Google Play, Stitcher and Soundcloud

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Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform. From 2003-2008 as he applied his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren raised over $2B in investor capital from high net-worth individuals and financial institutions for entrepreneurs.

His bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal, has been considered by many to be the sales bible and it’s a book I read when first embarking on my entrepreneurial journey, return to often and it is amongst the books I have gifted and recommended most to other entrepreneurs and sales executives.

 

We discussed:

1: How to place yourself into a position of power when selling, regardless of the social context

2: How to sell to large organisations who insist on dragging out things and involving various people and committees in the decision making process

3: How to get past people’s innate fear of uncertainty and the unfamiliar when selling new technologies and ways of doing things

I was really looking forward to this conversation as a long time fan of Oren’s book, Pitch Anything, and might come across as a bit of a fanboy in this episode so...apologies for that. A heads up, our connection dropped in and out throughout this conversation, however the value bombs that Oren dropped throughout the chat are well worth listening in through to the end.  

Expect to not only learn lots about the science of persuasion but also hear some delightful profanity laden stories and learn about Oren’s extensive motorcycle collection.

With that, I bring you, the one and only, Oren Klaff.

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Topics Discussed:

• Selling to large organisations
• How to best qualify prospects so you don’t waste your time
• How to use the moral authority frame to get the deal done
• How to sell ‘new things’ that threaten your prospect’s sense of control and certainty
• How to put yourself forward as the prize
• Traps to look out for when selling
• How to seize situational status
• Oren’s vast collection of motorbikes and cars
• Oren’s new book, Persuade Anyone

Show Notes:

Oren’s website: PitchAnything.com

Twitter: @PitchAnything

Online Course: PitchMastery.com

Get the Book: https://amzn.to/2NtNfLO

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I hope you enjoyed this episode. If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0

Also available on: Spotify, Google Play, Stitcher and Soundcloud

Follow me on Twitter: @steveglaveski

Follow me on Instagram: @thesteveglaveski

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Oren Klaff is the author of the classic bestseller on the science of persuasion and getting the deal done, Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal. Since its release in 2011 it has been considered by many to be the sales bible and it’s one of the books I have recommended the most to fellow entrepreneurs, sales professionals and people who just want to get better at, well, persuasion, having first read it when embarking upon my own entrepreneurial journey back in 2012.

Unlike most of the books on my overflowing bookcase, I return to Pitch Anything often.

Today, Oren is the Director of Capital Markets at investment bank Intersection Capital and founder of Pitch Anything. Oren has applied his neuroscience-based approach to capital raising to secure over $2BN from high net-worth individuals and financial institutions for entrepreneurs.

After learning about Oren’s extensively mind boggling collection of motorcycles and cars, we delved into the nitty gritty of doing deals, and it was an opportunity to ask questions based on my own first hand experiences, particularly when it comes to B2B sales and selling to large enterprise.

I’ve captured seven of the many key lessons I personally took from my conversation with Oren. You’ll find a hell of a lot more by listening to the entire conversation on Future Squared when it goes live on September 8, and can find a number of resources at the bottom of this post to explore further.

With that, I bring you, seven big lessons on B2B sales from my conversation with Oren Klaff.

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I hope you enjoyed this episode. If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0

Also available on: Spotify, Google Play, Stitcher and Soundcloud

Follow me on Twitter: @steveglaveski

Follow me on Instagram: @thesteveglaveski

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Jeffrey Gitomer is an author, speaker, podcast host, entrepreneur and the self-professed King of Sales.

Jeffrey has penned a number of books including the best-selling Sales Bible, which I am personally a huge fan of, the Little Red Book of Sales as well as Customer Satisfaction is Worthless. His forthcoming book,Truthful Living: The First Writings of Napoleon Hill, represents a brief departure from sales books. You’ll likely be familiar with Napoleon Hill as the author of the magnum opus Think and Grow Rich which went on to influence generations of people and personal development gurus that came after him. The book explores Hill’s self-help legacy, his long-lost original notes, letters and lectures - now compiled, edited and annotated for the modern reader.

 

If you’re looking for a proverbial kick up the backside, then you’ve come to the right place.

 

Jeffrey and I riff on many of Hill’s teachings and our own personal observations of them, and touch on topics such as:

1. Adversity being a blessing, not a curse
2. The magic key - a formula that will open the door for health and wealth; and
3. Why whatever your goals - it will never be ‘the right time’

With that, strap yourselves in for a conversation that I really enjoyed with the one and only, Jeffrey Gitomer.

Topics Discussed:

• Who was Napoleon Hill and why was he such a seminal figure
• Napoleon Hill’s influence on Jeffrey’s own life
  How the first writings of Napoleon Hill were uncovered
• Positive affirmations
  It will never be the right time
• Through struggles comes growth
• Why success is a choice
  How to think
  Adversity is a blessing
  Delaying gratification
• The magic key
• Why you create your own luck
• Individualism v collectivism
• Responsibility v entitlement
• Why you should give first with no expectation of getting in return
• The value of learning how to learn
• Operating on 5 year windows
• Keeping a positive attitude
  
  

Show Notes:

1. Gitomer Learning Academy: Gitomer.com  
2. Sell or DIe podcast with Jennifer Gluckow: sellordiepodcast.com
3. @gitomer on twitter
4. Pre-order Truthful Living: https://amzn.to/2PAEL74
5. Get The Sales Bible: https://amzn.to/2wjUn63
6. Get Napoleon Hill’s Think and Grow Rich: https://amzn.to/2N98L8q

I hope you enjoyed this episode.

If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0 

Twitter: @steveglaveski

Insta: @thesteveglaveski

Listen on Apple Podcasts @ goo.gl/sMnEa0 Also available on: Spotify, Google Play, Stitcher and Soundcloud

• GET COACHED BY LUCAS: https://www.ergogenic.health/product/coaching
• GET LUCAS TO DESIGN YOUR SUPPLEMENT PROTOCOL: https://www.ergogenic.health/product/custom-stack

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In life, we grow up thinking that the more of a good thing we get, the better. More money, more education, more friends. But too much of a good thing is not only too much, but can actually be bad for us and have debilitating consequences.

In his book, The Paradox of Choice, psychologist Barry Schwartz asserts that sure, while having no choices tends to be undesirable, having too manychoices can render us paralysed by choice and never fully committing to a decision we’ve made because we might wonder whether we could have done better. This shows up in various aspects of life, whether it’s deciding what to eat at a Japanese restaurant, choosing which job offer to take, determining a place of abode, which product to buy or which romantic partner to settle down with; ahem, of course… I’m not talking about myself here.

Schwartz puts forward the case that there are two types of people in the world — no, not people who divide the world into two types of people and those who don’t — maximisers and satisficers.

Satisficers tend to settle for the good enough option whilst maximisers look for the best possible option. Schwartz says that while maximisers tend to make what on paper is the better decision more often, they are generally unhappier than satisficers because their decisions are usually laced with regret and a grass is greener complex. Compare this with the satisficer fully commits to a decision once it has been made, resulting in a generally more contented and happier existence.

Schwartz captured this notion beautifully in the following inverted-U curve.

Lately, I’ve been seeing inverted-U curves everywhere. This came to a head at a Startup Grind meetup last week in Melbourne where on three separate occasions I found myself saying “it’s like an inverted U-curve” to people in reference to how much sleep one gets, the pros and cons of startups raising funding and the benefit of going to such networking events.

So it got me thinking, where else does the inverted U-curve show up in life?

This article is the result of said ponderings. I stopped myself at nineteen examples as almost endless and shows up everywhere because it is essentially a byproduct of universal laws such as the Pareto Principle (the 80/20 principle) and the Law of Diminishing Returns. Why nineteen examples instead of a nice round number like twenty? Refer to #8 on channel capacity.

I hope that this article serves as a reminder not only that too much of a good thing is indeed bad for us, but that not enough of a subjectively bad thing can be bad for us too. By becoming more conscious of how the inverted-U curve might show up in our own lives, we’ll be in a better position to determine whether we should scale down or scale up depending on where we find ourselves on the curve.

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I hope you enjoyed this episode. If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0

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Future Squared: www.futuresquared.xyz

Steve Glaveski: www.steveglaveski.com

Medium: www.medium.com/@steveglaveski

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Larry Keeley is an innovation strategist who has worked for over four decades to develop more effective innovation methods. Larry is President and co-founder of Doblin Inc, an innovation strategy firm best known for the Ten Types of Innovation framework. 

Since 1979 Keeley has worked with many global companies on innovation effectiveness, among them American Express, Apple, Boeing, Coca-Cola, Ford, Gillette, GE, Hallmark, Mars, Mayo Clinic, McDonald's, Novartis, P&G, Pfizer, Rockefeller Foundation, SAS, Shell, Sony, Target, Whirlpool, and Zurich Financial Services. 

BusinessWeek named Keeley one of seven Innovation Gurus that are changing the field, and specifically cited Doblin for having many of the most sophisticated tools for delivering innovation effectiveness. They also separately selected Keeley as one of the 27 most influential designers in the world. Keeley teaches graduate innovation strategy classes at the Institute of Design in Chicago, the first design school in the U.S. with a Ph.D. program, where he is also a board member. He lectures in executive education programs at Kellogg Graduate School of Management and is an adjunct faculty member for their core MBA and their Masters of Manufacturing Management programs. He also lectures at University of Chicago, plus business schools worldwide. 

I enjoyed tapping into Larry’s incredibly vast reserves of knowledge gained from over four decades in the space of design and innovation. In a corporate innovation landscape that is absolutely awash with charlatans, it’s always refreshing to speak with a critical thinker like Larry who appreciates that ideas are just a tiny part of the battle and that it’s the execution that matters.

Expect to take many things away from this conversation, including:

1 - What large companies can do to balance the core business with the exploration of emerging business

2 - Why the focus on building a culture of innovation is misguided and what companies should be doing instead

3 - Three things one must do to become a successful innovator

You’ll learn this and more in my thought provoking conversation with the one and only, Larry Keeley. 

Topics Discussed:

• How Larry first got into the space of design and innovation
• Is today’s fear mongering about tech disruption justified or is this a common pattern that Larry has seen come and go in waves in his four decades in the space?
• Why the Ten Types of Innovation has stood the test of time
• Case studies of large organisations successfully balancing the core business with emerging business
• Why creativity and innovation are two different things
• Why the pre-occupation of executives in this space with design thinking is short sighted
• How the human tendency to stick with what’s familiar and do what’s easiest sabotages innovation
• What slows down large organisations from moving at the pace required to innovate
• Common misconceptions about innovation
• How to attract, engage and retain the right talent
• What more progressive companies in this space are doing differently
• Why you should build a platform, not a product
• The importance of empathy in business

Show Notes:

Doblin Consulting: Doblin.com 

Buy the book - Ten Types of Innovation: https://amzn.to/2MpxKYT 

I hope you enjoyed this episode. If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0

Also available on: Spotify, Google Play, Stitcher and Soundcloud

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• GET LUCAS TO DESIGN YOUR SUPPLEMENT PROTOCOL: https://www.ergogenic.health/product/custom-stack

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The late Stephen Hawking famously said that “intelligence is the ability to adapt to change”.

If you’re reading this, then it’s no secret that the world is changing fast thanks to Moore’s Law and its impact on technology and consequently, the way we do business. The challenge for organisations that were founded in the previous Century is updating their way of doing business to suit and stay competitive. Failure to adapt ultimately results in extinction.

Such organisations are responding with their balance sheets. Investment on digital transformation alone is set to hit US$7 trillion worldwide by 2021, according to IDC. However, big investments open the door for costly failures, and 84% of digital transformations go on to fail. Organisations are investing big on innovation initiatives that are said to build a culture of innovation but ultimately amount to little more than innovation theatre, despite their best intentions.

As human beings, we tend to optimise for the easiest solution, the one that carries the least cognitive load. As Chris Chatham writes, Occam’s Razor - the principle that the simplest solution tends to be the right one - is actually a medieval relic. “It is literally a historical artefact: William of Ockham employed this principle in his own 13th century work to topics resistant to scientific methods.” He says the continuing use of such thinking in science is akin a cardiologist resorting to bloodletting when heart medication doesn’t work.

It’s time to move past the medieval and borrow a page out of Robert Sapolsky’s book Behave, in which he says that “we have to think complexly about complex things”. Wow, who would’ve thunk?!

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Show Notes:

Article: https://www.linkedin.com/pulse/how-kill-corporate-innovation-theatre-get-serious-steve-glaveski/ 

I hope you enjoyed this episode.

If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0 

Also available on: Spotify, Google Play, Stitcher and Soundcloud

• GET COACHED BY LUCAS: https://www.ergogenic.health/product/coaching
• GET LUCAS TO DESIGN YOUR SUPPLEMENT PROTOCOL: https://www.ergogenic.health/product/custom-stack

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Before founding the Silicon Valley Product Group (SVPG) to pursue his interests in helping others create successful products through his writing, speaking, advising and coaching, Marty Cagan served as an executive responsible for defining and building products for some of the most successful companies in the world, including Hewlett-Packard, Netscape Communications, and eBay.

Marty is the author of Inspired: How to Create Tech Products Customers Love, which explores lessons from top tech companies, how to get the right people on the bus, product management and development, and how to build a culture that underpins success.

During his career, Marty has personally performed and managed most of the roles of a modern technology product organization, including product management, software development, product marketing, user experience design, software testing, engineering management, and general management.

Marty speaks at major conferences and top companies across the globe and brings with him a wealth of knowledge from more than three decades in the industry.

After spending the first half of this conversation riffing on what companies, in particular established incumbents are doing wrong, when it comes to building a truly innovative culture and taking new products to market, we spent the second half exploring several case studies and some techniques that people in the industry can begin to employ to start breaking the inertia, that, almost ten years after concepts like agile and the lean startup started making waves, seems to still be all too common in the modern organisation.

This is an incredibly worthwhile conversation for anybody involved in building new products, or trying to build new products in an environment that perhaps isn’t all that conducive to doing a good job of it.

So please, sit back, strap yourselves in and enjoy my conversation with Marty Cagan.

Topics discussed:

• What people can learn from Inspired

• Marty’s early days at HP in the 80s and the fundamental lessons he learned about product

  development early in his career

• The importance of aligning culture, process and people

• Why average talent + great culture and leadership = better results than top talent

• Pushback on lean startup and agile: is it warranted?

• Inertia in the modern organisation

• How to get buy-in from sales and engineering teams

• Great companies lead academia, they don’t follow it.

• The tendency of executives to look for silver bullet solutions like ‘design thinking’ or ‘lean startup’ instead of thinking holistically about what’s really required to drive innovation at a firm

• Case studies from Netflix and Google on getting stakeholder buy-in and supporting disruption

• The role of the product manager and why the role has lost its way

• Should the product manager be involved in all customer usability and insight gathering activities?

• Whether ‘agile-but’ or ‘scrum-but’ are effective applications or a bastardisation of the spirit underlying these methodologies

• High integrity commitments

• Parallels between the 90s and today insofar as technology is concerned and Marty’s views on AI and blockchain

  Show Notes:

1. Get Marty's book “INSPIRED: How to Create Tech Products Customers Love”: https://amzn.to/2MRJgLR

2. SVPG: www.svpg.com

3. Marty on Twitter: @cagan

4. Bill Campbell’s ‘Stratechery’: https://stratechery.com/ 

I hope you enjoyed this episode. If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0

Also available on: Spotify, Google Play, Stitcher and Soundcloud

Follow Steve on Instagram: @thesteveglaveski

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Dr. Jason Selk is a best-selling author, psychologist and two-time World Series winning sports psychologist with the St Louis Cardinals. In fact, while serving as Director of Mental Training for the Cardinals, Selk helped the team win their first World Series in over 20 years, and in 2011 he assisted the Cardinals in the historic feat of winning their second World Championship in a six-year period.

Selk is a regular contributor to Forbes, INC, Success, Shape, and Self Magazine; ABC, CBS, ESPN, and NBC radio and television; and has been featured in USA Today, CNBC, and Men’s Health. Dr. Selk’s second book, Executive Toughness, is a best-selling business book and his first book, 10-Minute Toughness, is on pace to be one of the best-selling sport psychology books of all time. Selk’s latest book Organize Your Team Today has been ranked by Bloomberg as a Top 10 leadership book for 2018.

 

We discussed a number of very important topics on this show, including:

1: How to develop your confidence, even after long periods of purported failure

2: How to maintain your focus in an age of distraction

3: How to create and maintain a positive, empowering and mentally tough outlook in just two minutes a day

 

These topics were just the tip of the iceberg. I really enjoyed speaking with Jason as he is a psychologist whose views are grounded in hard science and he drew from his time with the St Louis Cardinals as well as his work in applying sports psychology to business which provided for lots of valuable take-aways.

 

And as he suggests, if you can take just one thing from this conversation, remember it and apply it, then that’s better than trying to take ten things away and forgetting all of them, as we often tend to do in this age of content overload.

 

With that, I bring you the one and only, Dr Jason Selk.

 

Topics Discussed:

• Problem centric thought
• Relentless solution focus
• The power of breathe
• Visualisation and personal mantras
• Dealing with the unexpected and overcoming adversity
• Working with the St Louis Cardinals
• Channel capacity and cognitive load
• Learn more by learning less
• Focus on doing the right things
• Mental workouts
• Managing expectations
• Attracting and engaging top talent
• Tech addiction and how to overcome it
• How to develop your confidence

 

Show Notes:

1. Get Jason’s books:

• 10-Minute Toughness: The Mental Training Program for Winning Before the Game Begins - https://amzn.to/2BL0O7Z
• Executive Toughness: The Mental-Training Program to Increase Your Leadership Performance - https://amzn.to/2MAD9MR
• Organize Your Team Today: The Mental Toughness Needed to Lead Highly Successful Teams - https://amzn.to/2LoSmuM

1. Twitter: @jason_selk
2. Web: www.Jasonselk.com
3. Company: www.EnhancedPerformanceInc.com   

I hope you enjoyed this episode. If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0

Also available on: Spotify, Google Play, Stitcher and Soundcloud

Follow Steve on Instagram: @thesteveglaveski

• GET COACHED BY LUCAS: https://www.ergogenic.health/product/coaching
• GET LUCAS TO DESIGN YOUR SUPPLEMENT PROTOCOL: https://www.ergogenic.health/product/custom-stack

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If you’re not familiar who Georges St Pierre aka GSP is, he is arguably the ‘GOAT’, that is, the greatest of all time mixed martial artist. He is a former welterweight and middleweight UFC champion, and still holds the record for most consecutive wins in the UFC, tied at 20, and boasts a professional record of 26 wins with just 2 losses, both losses coming in championship fights relatively early in his career against Matt Hughes and Matt Serra, and both losses avenged relatively quickly as GSP, reflected, learned and applied the lessons to overcome his adversaries the second time around.

Find here ten life lessons from GSP that I obtained from his 90 minute talk in Melbourne recently.

For a blog version, visit www.medium.com/@steveglaveski 

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I hope you enjoyed this episode.

If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one.

Listen on Apple Podcasts @ goo.gl/sMnEa0 

Also available on: Spotify, Google Play, Stitcher and Soundcloud

• GET COACHED BY LUCAS: https://www.ergogenic.health/product/coaching
• GET LUCAS TO DESIGN YOUR SUPPLEMENT PROTOCOL: https://www.ergogenic.health/product/custom-stack

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