Making Waves at C-Level: Business Tips for Executives, Leaders, and Entrepreneurs

Competitive pricing strategy is key to not leaving money on the table. How to price your product or service is often a cost plus idea - with a focus on desired profit margins. But there are more indepth ways to do this right. The guest on this episode is Mark Stiving from Impact Pricing. He is the Chief Pricing Educator, and he helps companies win more business at higher prices (who doesn't want that?).

In this conversation Mark shares his brilliance around value based pricing, how to price for products, services, and subscription based offerings. Mark helps his clients have a value based mindset and to re-think how the set their pricing strategies. 

You can learn more about Mark at Impact Pricing (www.ImpactPricing.com).

About Impact Pricing

The mission at Impact Pricing is to educate companies about value based pricing, which simply means charge what a customer is willing to pay. Once a company starts down that path, it’s quickly apparent that they require a much deeper understanding of value. By starting with the goal of charging for value, the focus shifts to how to create, communicate and capture value. Every company exists to create value for their market. Value based pricing spotlights how much value you truly create.

Education is their passion. Teaching you how to fish and feeding you for an entire career is one of the most fulfilling endeavors they have the honor of sharing. In late 2019, they launched Impact Pricing University as and online education platform for pricing professionals and company leaders to learn more about value and how to drive significant growth in their organization through pricing.  

Impact Pricing has a full catalog of courses focused on pricing and value. These courses and multi-day live training can be offered online as well as live.

Impact Pricing offers a unique way of coming along side companies to help them better understand their pricing. Their advisory services are for companies or individuals who would like to have a pricing expert looking over their shoulder while they make enormously impactful pricing decisions

https://thomsinger.com/podcast/impact-pricing

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Our guest, John Nepper, speaks to educators and administrators to create more connection. After 35 years as a band director he is now a joyful teacher in a world of human potential. 

About John Nepper

After 35 years as a professional music educator, and earning a black belt in Karate, you could say that John Nepper has a black belt as a professional educator. 

And while it’s true that he can break a patio block in half with his bare hands, what really matters is that John can break workplace culture, staff retention, and employee morale strategies into small, easy-to-digest, and implementable pieces that can be applied quickly to make positive changes. This means that administrators and principals keep the best and brightest staff members, keep them motivated to do well in their jobs, and experience less stress for themselves. 

Honored as Kenosha, WI Unified Schools Teacher of the Year, and a recipient of the Herb Kohl Educational Fellowship, John Nepper works with school district administrators and school principals to create a positive workplace culture that inspires people to work to their greatest potential and motivates them to stay with their schools, and organizations. 

The Trust and Connection Blueprint™ works for people in all areas of educational leadership at the local level and educational leadership associations.

When John is not presenting his programs, he is spending time with his grandchildren, building things in his backyard, and playing trombone any chance he gets.

Learn more about John Nepper and what people are saying about his programs at https://www.johnnepper.com. You can also find John on Facebook @JohnNepperSpeaks, and Linkedin at www.linkedin.com/in/john-nepper-b918346b

Get your free Trust and Connection Checklist at trustchecklist.com and discover how your leadership is landing with your staff. 

Questions about how the Trust and Connection Blueprint could be beneficial to you and your staff?  Schedule a call with John at trustandconnectioncall.as.me for some answers to those questions, or send an email to [email protected]

Great leadership is never created by accident but instead by positive intention. 

https://thomsinger.com/podcast/john-nepper

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About Bill Humbert

Bill Humbert is unusual in his field. He has over 40 years of Expert Recruitment experience spanning many industries. He has recruited and consulted with companies from start-ups as small as 11 professionals, including the Venture Capitalist, to major international corporations with tens of thousands of employees. His model is to work with One company at a time and charge a flat monthly fee. This enables him to recruit from C-Level to Laborer, and consult on recruitment process improvement.

During a recruiting contract with MCI Telecommunications in 1993, the recruitment advertising manager in Dallas called him “RecruiterGuy”. On this contract, MCI was transitioning Commercial Billing IT Development from Washington, D.C. to Cedar Rapids, Iowa. Bill was informed that in the first 12 months of the contract from January 1, 1993 to December 31, 1993, the managers and he needed to hire and have a minimum of 120 IT professionals from Senior Manager to staff Programmers in their seats in Cedar Rapids (a town of only 3 IBM Mainframe shops). We recruited across the US that year. On December 31, 1993, we counted 143 IT Professionals at all levels in their cubes and offices. Over the next 8 months, we recruited an additional 83 IT Professionals to complete the contract. We moved 143 individuals and families to the Cedar Rapids area.

Bill is a Career Coach for Professionals. During the beginning of the Pandemic, he pivoted his focus to Career Coach. He coached 32 professionals from March 15, 2020 to December 31, 2020, to accept and start new positions.

He is a Professional Speaker and loves to entertain his audiences with his Talent Attraction and Career Search stories.

RecruiterGuy is a published author of 3 books. He has written 82 consecutive weeks of #TalentAttraction #Tuesday blogs and #JobSearch #Friday blogs, one LinkedIn post reached 23,000 views. He is a frequent Live TV guest and frequent podcast guest.

Website – RecruiterGuy.com

LinkedIn – www.LinkedIn.com/in/recruiterguy

Twitter - @RecruiterGuy81

https://thomsinger.com/podcast/bill-humbert

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On this episode of the "Making Waves at C-Level" podcast, Thom Singer talks with the author of "Weird Girl Adventures", Shelley Brown.

Shelley is a speaker and and expert on belonging and well-being. In this conversation she shares her formulas on how to help people find their sense of belonging.

Thom adds to the chat that in 2022 it is the year of the weird. No longer does one have to look the same or wear the right clothes to be part of the team. Individuality rules in today's world. 

About Shelley Brown

Shelley Brown was working in a cocktail bar soon after graduating college when she met the people who would change her life. They worked in hospitality at the Westin Hotel in Chicago, and they thought she’d be a good addition to their team. They were right.

She interviewed for and landed the job of concierge, or as she refers to it, “professional friend.” To Shelley, this was the perfect job for her considering her mantra was, “Who can I make friends with today?” Her job was to provide resources, build relationships, and make people happy enough to return to the hotel.

But Shelley was young and didn’t want to work every weekend, so she left her concierge job and eventually became a successful tech salesperson. Though she was very good at her job—she was among the top sales reps for three years—that wasn’t enough for the leaders. Her success in her job was measured by data, and soon KPIs became more important than Shelley’s ability to make friends. As her job became more and more transactional, her stress increased. She was devastated that her own personal magic was no longer valued.

When she set her sights on enterprise sales for Fortune 500 companies, the leaders said she was too wild, too artsy, too out-of-the-box, and too weird. Even though she could “sell like a badass,” she didn’t fit the role of what her team looked like, sounded like, or worked like.

Then a collapsed vertebrae forced Shelley, an ultra-marathon runner and group fitness instructor, to rethink who she was and why she did what she did. Her job wasn’t letting her be herself, that fired-up, compassionate, extroverted, cheerleader who never stopped being a “professional friend.”

She became a certified mindfulness teacher who “kum-by-rocks,” teaching self-awareness practices and processes so that leaders and talent can all get back to “human-ing.” Though she first believed that mindfulness is only for tea-drinking yogis, now she teaches how it’s fitness for your brain and an essential practice for how we show up.

She believes the key to success is to balance metrics with mindfulness and performance with a sense of belonging, because when we get to be ourselves, we can bring our best to work and to the world.

Shelley works with corporations and schools to teach actionable mindfulness processes that encourage people to embrace their W.E.I.R.D. and unite via individuality. An “edu-taining” speaker, Shelley is also the author of “Weird Girl Adventures from A to Z” (AlyBlue Media, 2021).

https://thomsinger.com/podcast/shelley-brown

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Kenneth Kinney is a marketing expert and speaker who has worked with dozens of large and small companies to help them grow through marketing. In a world with lots of conflicting advice on marketing, Kenneth takes a realistic view and helps companies have a consistent message.

He is also one of those people who chooses to go diving with real live sharks. 

About Kenneth Kinney

Kenneth "Shark" Kinney is a dynamic keynote speaker, author, experienced marketing consultant, and growth executive. He is passionate about lead generation and leveraging data in omni-channel strategies and is known for driving growth in Digital Marketing and Addressable TV.  

Recognized as one of the industry's top Marketing, Customer Experience, and Technology Speakers, Kenneth brings deep level expertise in Lead Generation, Marketing, Customer Experience, and TV and Digital Advertising, Shark has served, worked with, and consulted for hundreds of small, medium, and large businesses and non-profit organizations.  He has led national campaigns working with brands including Acxiom, Citi, Chase, Target, GM, American Express, FedEx, Honda, Toyota, TD Ameritrade, Panera, TruGreen, and over 50 colleges and universities.  His speeches draw upon his experience and perspectives learned from working for Publishers, Brands, Agencies, Consulting Firms, and as a Solopreneur and Entrepreneur.

With an insatiable curiosity for learning and teaching, he is also the host of “A Shark’s Perspective” marketing podcast.  Shark has also been an on-air host and producer of multiple TV and Radio programs.

A lifelong ocean and shark conservationist, he has been freediving and scuba diving with sharks, literally, for decades and helps people have a much better understanding of and safer experiences with one of the most misunderstood animals in the world.

His new book, “We Care…ish”, helps brands and agencies to better understand how to practically communicate with customers and deliver greater customer experiences. 

At his core, he helps people uncover the power of finding different perspectives that help people make a better meaning in the world.

Https://thomsinger.com/podcast/kenneth-kinney

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If your association of company hosts an annual meeting for members or clients, you should consider hosting a podcast that is dedicated to promoting your event. Keep people engaged before, during, and after you meeting with a customized podcast that has 6, 12, or 52 episodes.

Thom Singer has been hosing podcasts for over 7 years, and is now working with associations and companies to create short run podcasts to help market the conference and keep people engaged long after they fly home.

There are four reasons to have special podcast that centers on your conference:

1. Promote the event before, during, and after the on-site meeting.

2. Repurpose content.

3. Interview key players; speakers, sponsors, industry VIPs, and attendees.

4. Keep the community engaged.

Having fresh content each week is a great way to reach out to people without just sending marketing and sales copy. Your podcast, when done right, will have in-depth interviews and information that cannot be round anywhere else. This will make people pay attention.

Thom is available to host (he has conducted over 1000 corporate level interviews) and produce you podcast. Email him today to set up an informational conversation about if creating a custom podcast is right for your event.  [email protected].

https://thomsinger.com/podcast/podcast-for-conferences

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Growing your career is one thing, but keeping it going is something else. The guest on episode 687 knows how to not only "Raise Your Game"... but how to "Sustain Your Game". Alan Stein Jr is a speaker, author, and performance expert who has a lot of great advice on how to succeed as an individual and a team.

Alan Stein Jr is the hardest working person in the speaking business. He began his keynote career five years ago, and is now one of the busiest speakers in the United States. He has a great attitude and a work ethic that is hard to beat. 

About Alan Stein Jr.

Alan Stein, Jr. is an experienced keynote speaker and author. At his core, he’s a performance coach with a passion for helping others change behaviors. He spent 15+ years working with the highest performing basketball players on the planet (including NBA superstars Kevin Durant, Steph Curry, and Kobe Bryant). Through his customized programs, he transfers his unique expertise to maximize both individual and organizational performance.

Alan is a dynamic storyteller who delivers practical, actionable lessons that can be implemented immediately. He teaches proven principles on how to utilize the same approaches in business that elite athletes use to perform at a world-class level.

His previous clients include American Express, Pepsi, Sabra, Starbucks, Charles Schwab, and Penn State Football, and many more.

The strategies from Alan’s book, Raise Your Game: High Performance Secrets from the Best of the Best, are implemented by both corporate and sports teams around world.

https://thomsinger.com/podcast/sustain-your-game

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In Episode 686 we talk about thriving in business over the long run. The guest, Dave Yoho, started his business in 1962 and has run the daily operations as president every day for nearly 60 years. He is now 93 years old and is still learning, growing, and making decisions to expand his business. 

We talk about how the word of business has changed, and how it has stayed the same. People still struggle with sales, marketing, training, hiring, business plans, replicable models, etc...  Dave Yoho is dedicated to understanding the needs of others and how to convey messages which will benefit his clients, readers, and audience members in finding solutions to problems.

His secret to success and longevity? Energy, Persuasion, Optimism, and Discipline.  

Thom closes the interview by pointing out that many people look to the 22 years old entrepreneur for advice, when looking to someone with nearly 7 decades in business might be a better way to find a path to long-term success. 

About Dave Yoho

Founded a company at age 28, which eventually operated with 22 branches in 13 states and in the early 1970's had a volume of $60 million.

His ideas and counseling have brought success to thousands. Dave Yoho’s experience representing Fortune 500 companies as well as entrepreneurs gives him a rich history of profit improvements, turn-arounds and in-depth problem solving.

He is the President of the oldest, largest and most successful consulting company representing small businesses.

He has appeared in over 100 training videos. He is the author of the best-selling book: Have a Great Year Every Year (Oakhill Press). His company developed the sales methods which are used by the most successful people in the in home sales industry.

Developed: The step selling system (originally "Six Sales to a Sale").

Created: The most effective system for hiring and training salespeople.

Introduced: The total offer concept – "Post-negative" suggestion – The acceptance/rejection close – The preferred customer discount – Audio/video training systems for every level of the industry – How to run a more profitable business – Customer satisfaction selling.

Presents: High energy, motivational training seminars (over 5,000 paid presentations).

Researched: For over 17 years, the concept of communication then developed and introduced Power Linguistics™ (a complete study course).

Provides: Advice and direction for public and private corporations.

https://thomsinger.com/podcast/dave-yoho

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Episode 685 is a conversation about company culture. In starting your company, growing your company, or managing the move to a virtual workplace, the culture is key to success. The guest on this show, Rich Walker, has been obsessed with culture even before he started his company. 

In this interview he shares 4 key tips to the culture of his organization:

1. We must design software so easy to use that it does not need a users guide.

2. We must provide outstanding customer service.

3. We love what we do and we hire people to roles they want and love.

4. We do what we say we are going to do. 

About Richard Walker

Richard Walker is the CEO and co-founder of Quik!.

Having started 10 companies since age 12, published 2 books, and father to three boys, Richard empowers people to do their best work. Prior to starting Quik!, Richard was a financial advisor with Financial Network and a business consultant with Arthur Andersen. He started Quik! in 2002 to help people spend less time on paperwork and more time on what they do best.

About Quik!

Quik! is the industry leader in enterprise forms automation service and provides an extensive library of fillable forms. Quik! eliminates handwriting on forms which translates to fewer errors and faster processing for paper-driven transactions. As an

added benefit, Quik! saves a tree every hour of every day.

For more… Visit www.quikforms.com or find Richard on LinkedIn to get a free copy of his book, “It’s My Life! I Can Have The Job I Want”.

Connect - http://richarddwalker.com/

LinkedIn - https://www.linkedin.com/in/quikformsceo/

Twitter - https://twitter.com/quikformsceo

Https://thomsinger.com/podcast/richard-walker

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In episode 684 Thom Singer talks with tech sales superstar Chris Bussing about how to "Get The Meeting". Sales is a great career, but before you can get to closing the big sales and collecting the commission, you have to get the meeting with the prospect. Throughout his sales career, Chris Bussing has been applauded for his talents in getting past the voicemail, reaching prospects, and getting the meetings.  

In this interview Chris Bussing shares his five tips and the "TRUMP CARD" of how to get meetings. When working in a sales career, lead generation is just the first step. It is convincing that lead to talk to the sales professional / business development executive. Figuring out the right mindset and understanding ways to objection handling is key to a successful sales career.  

Chris Bussing says:

Nothing is better than a warm lead (this is the "Trump Card" key to getting appointments). But if you do not have an introduction from a mutual connection, the 5 tips are:

1. Relate like a rock start

2. Channel your inner "hostage negotiator"

3. Give to get / the law of reciprocity

4. Throw in special sauce - be different and be human

5. Always be closing - make the ask

About Chris Bussing

One Saturday morning during his senior year at Georgetown University, Chris Bussing stumbled into a career fair where he shook hands with a recruiter from Oracle. What he didn’t realize at the time was that that fateful handshake would shake up his future in the best of ways. 

That summer he began a career in software sales, and after being promoted at Oracle within a year, he took a leap from Boston to Austin to work for Google. At Google he fast tracked his way to Field Sales at 26 as one of the youngest In the position and, most recently, he joined an international startup as one of the founding sales Execs where is helping grow their US business and take them public. 

During his 6 years in sales, Chris Bussing has discovered it to be a transformative career that can create financial freedom and foster both skills and a network that are priceless assets that can be taken with you for the rest of your life.

Chris is committed to helping more people access the opportunities that a successful career in tech sales brings with it, and on a deeper level, unlock the potential they don’t know is within themselves to reach new heights and find their unique flavor of fulfillment.

https://www.ThomSinger.com/podcast/chris-bussing

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