Same Side Selling Podcast

Lisa Cummings, owner of Lead Through Strengths, is an expert on personnel strengths; she helps organizations worldwide find their employees' greatest strengths and how best to utilize them.

She joins us on today's episode to explain how to uncover and tap into the strengths of your employees, the biggest myths around skills development and a few simple things you can do right away to start leading through strengths.

Listen to this episode and discover:

- What is the path of most resistance?

- What to do if someone in your company seems to be in the wrong role for their strengths.

- What is the biggest step you can take to lead through people's strengths?

- The simple way to make your team 6x more productive.

- And so much more…

Episode Overview

While it may seem apparent that we lead our teams based on what they're best at it isn't always apparent on how to do this. Generally we focus on doing the work at hand, giving feedback and performance reviews on what to improve. But what if we spent just a few seconds every day telling someone we appreciate how well they did something that day?

It is possible for it to be so simple, says Lisa Cummings. It doesn't mean we stop fixing what isn't working, that is important as well. The goal of leading through strength is for people to spend fewer hours working in weakness zones and more in areas of strength.

Two simple ways to find those areas of strength are to read StrengthsFinder and do their assessment, and to just notice our actions for a week. When are we most productive? What are we doing? Who are we talking to or interacting with? How are we doing what we're doing - are we on a sales? Are we in a sales meeting? Are we in a particular environment at the time? All of the answers to those questions will point us toward our own strengths.

Once you have assessed that in yourself you can take action to do the same with your team and your company. Start with your leaders, once they latch on to what you're doing they will pass it along to their teams.

And the key is to create an appropriate context: let people know what you're up to and why you're doing. Do you want to be a better leader and support them as best you can? Begin by telling them that, and then ask questions like: "Who was your favorite boss and why?" "When are you at your best and when are you at your worst?".

Next start changing the dynamics of all of your communication within your company: your one on one conversations, your team meetings, your company-wide announcements, etc. Doing so shows people you really are committed to creating an environment that truly sets people up for success. Then notice what happens when you do: it may take some time but you will see increased productivity from your team members and more profitability.

Also Lisa and I talk about how to work with someone's lack of interpersonal skills, when you should partner people up and how best to do so, plus Lisa shares some real-life examples! Listen in to hear all of that and more on today's show.

Learn more on http://www.growmyrevenue.com/business-cast/

Lisa Cummings, owner of Lead Through Strengths, is an expert on personnel strengths; she helps organizations worldwide find their employees' greatest strengths and how best to utilize them.

She joins us on today's episode to explain how to uncover and tap into the strengths of your employees, the biggest myths around skills development and a few simple things you can do right away to start leading through strengths.

Listen to this episode and discover:

- What is the path of most resistance?

- What to do if someone in your company seems to be in the wrong role for their strengths.

- What is the biggest step you can take to lead through people's strengths?

- The simple way to make your team 6x more productive.

- And so much more…

Episode Overview

While it may seem apparent that we lead our teams based on what they're best at it isn't always apparent on how to do this. Generally we focus on doing the work at hand, giving feedback and performance reviews on what to improve. But what if we spent just a few seconds every day telling someone we appreciate how well they did something that day?

It is possible for it to be so simple, says Lisa Cummings. It doesn't mean we stop fixing what isn't working, that is important as well. The goal of leading through strength is for people to spend fewer hours working in weakness zones and more in areas of strength.

Two simple ways to find those areas of strength are to read StrengthsFinder and do their assessment, and to just notice our actions for a week. When are we most productive? What are we doing? Who are we talking to or interacting with? How are we doing what we're doing - are we on a sales? Are we in a sales meeting? Are we in a particular environment at the time? All of the answers to those questions will point us toward our own strengths.

Once you have assessed that in yourself you can take action to do the same with your team and your company. Start with your leaders, once they latch on to what you're doing they will pass it along to their teams.

And the key is to create an appropriate context: let people know what you're up to and why you're doing. Do you want to be a better leader and support them as best you can? Begin by telling them that, and then ask questions like: "Who was your favorite boss and why?" "When are you at your best and when are you at your worst?".

Next start changing the dynamics of all of your communication within your company: your one on one conversations, your team meetings, your company-wide announcements, etc. Doing so shows people you really are committed to creating an environment that truly sets people up for success. Then notice what happens when you do: it may take some time but you will see increased productivity from your team members and more profitability.

Also Lisa and I talk about how to work with someone's lack of interpersonal skills, when you should partner people up and how best to do so, plus Lisa shares some real-life examples! Listen in to hear all of that and more on today's show.

Learn more on http://www.growmyrevenue.com/business-cast/

Have you ever had a customer go silent? Is there a proper way to respond when they do? Today I’m sharing the answer to those questions including how most people follow up, why it doesn't work and what does. We'll dive into those answers and more.

Listen to this episode and discover:

- What is Access Displacement Disorder?

- What are the top 3 questions executives need answers to before making a purchase?

- The most popular page on my website and why it matters to your business.

- How do you capture someone’s attention in the marketplace?

- And so much more…

Episode Overview

This is a solo episode dedicated to the top question you’ve sent me: what to do when a customer or potential customer goes silent.

If you’ve ever been in this position before you’ve probably followed up the way most people do: with a “check in” call or email to that client asking if they’ve made a decision. And you’ve probably received a phone call or email asking the same thing. Do you remember how you responded? You probably ignored that email or hung up that phone call as fast as you could!

The next time this happens to you and your client seemingly vanishes there is a way to follow up and receive a response. The first thing to do is to put yourself in their shoes. Think about what’s important to them: this isn’t about you.

You could simply reach out to them and say something like “I haven’t heard from you since we talked last. At our meeting you said you had X (fill in the blank with their issue) that was costing you X (whatever it was costing them). You also said if you didn’t solve it you might lose your job (if they said that) so I wanted to make sure we hadn’t dropped the ball in following up with you.”

Can you see how that message is about them and their needs? You’re letting them know you listened to their problems, noted them and are making sure you provided information on your solutions to those problems to the best of your ability.

If you’re wondering how to find out what their problems are and what those problems are costing them you can make note of the top 3 questions executives typically ask before making a purchase. These are compiled from my work with over 500 top CEOs and other C level execs.

1. What problem do you solve and why do I need it?

2. What’s the likely result the company would receive from making this investment?

3. Why should I buy from you (or what are my alternatives)?

On this episode I also discuss content: how much you should produce, how often and how frequently you should be producing it.

Although I go into greater detail on this episode the short answer is this: it isn’t about how often, or how many words but about the content itself. The heart of the matter is you need to produce content that addresses your customer’s most important questions. I’ll give you the specifics on how to do that on today’s episode, and much more.

http://www.growmyrevenue.com/podcast/customer-goes-silent-how-to-follow-up/

Have you ever had a customer go silent? Is there a proper way to respond when they do? Today I’m sharing the answer to those questions including how most people follow up, why it doesn't work and what does. We'll dive into those answers and more.

Listen to this episode and discover:

- What is Access Displacement Disorder?

- What are the top 3 questions executives need answers to before making a purchase?

- The most popular page on my website and why it matters to your business.

- How do you capture someone’s attention in the marketplace?

- And so much more…

Episode Overview

This is a solo episode dedicated to the top question you’ve sent me: what to do when a customer or potential customer goes silent.

If you’ve ever been in this position before you’ve probably followed up the way most people do: with a “check in” call or email to that client asking if they’ve made a decision. And you’ve probably received a phone call or email asking the same thing. Do you remember how you responded? You probably ignored that email or hung up that phone call as fast as you could!

The next time this happens to you and your client seemingly vanishes there is a way to follow up and receive a response. The first thing to do is to put yourself in their shoes. Think about what’s important to them: this isn’t about you.

You could simply reach out to them and say something like “I haven’t heard from you since we talked last. At our meeting you said you had X (fill in the blank with their issue) that was costing you X (whatever it was costing them). You also said if you didn’t solve it you might lose your job (if they said that) so I wanted to make sure we hadn’t dropped the ball in following up with you.”

Can you see how that message is about them and their needs? You’re letting them know you listened to their problems, noted them and are making sure you provided information on your solutions to those problems to the best of your ability.

If you’re wondering how to find out what their problems are and what those problems are costing them you can make note of the top 3 questions executives typically ask before making a purchase. These are compiled from my work with over 500 top CEOs and other C level execs.

1. What problem do you solve and why do I need it?

2. What’s the likely result the company would receive from making this investment?

3. Why should I buy from you (or what are my alternatives)?

On this episode I also discuss content: how much you should produce, how often and how frequently you should be producing it.

Although I go into greater detail on this episode the short answer is this: it isn’t about how often, or how many words but about the content itself. The heart of the matter is you need to produce content that addresses your customer’s most important questions. I’ll give you the specifics on how to do that on today’s episode, and much more.

http://www.growmyrevenue.com/podcast/customer-goes-silent-how-to-follow-up/

Jay Baer of Convince and Convert and 5-time best-selling author joins us to talk about how to successfully negotiate the changing landscape of customer service, how to hug your haters and what to do if your company's customer service is lagging behind on social media today.

Discover more at the Grow My Revenue Business Cast at http://www.growmyrevenue.com/business-cast/

Episode Overview

Jay joins us to talk about how to successfully negotiate the changing landscape of customer service, why the customer isn’t always right and what to do if your company’s customer service is lagging behind on social media today.

The first thing to understand is that the world of customer service has changed in a big way. Up until 10 years ago customer service was done in private: people called and wrote in with complaints. But today customer service is a spectator sport: more and more of it is happening online for all the world to see on social media, rating and review sites and discussion forums.

And Jay says that can work to your advantage because so few companies have made the shift and done so in a positive way. Companies may have an online presence but many of them aren’t interacting with their customers there, and even fewer are doing so in a timely fashion.

It’s important that your company be on the record in public. How you respond to upset customers in a public setting says a lot about what kind of business you are and what you’re made of.

On this episode Jay explains how to respond in an online public setting to complaints in a way that will make you stand out from your competition. Because of the online nature of customer service today it’s not so much about whether or not the customer is right, it’s more about the customer being heard.

Jay also details how to interact on ratings and reviews sites, how to choose which social media channel to be on and why an honesty audit might be the perfect solution for your company. He shares a treasure trove of knowledge and ideas on this episode so listen in and enjoy!

Jay Baer of Convince and Convert and 5-time best-selling author joins us to talk about how to successfully negotiate the changing landscape of customer service, how to hug your haters and what to do if your company's customer service is lagging behind on social media today.

Discover more at the Grow My Revenue Business Cast at http://www.growmyrevenue.com/business-cast/

Episode Overview

Jay joins us to talk about how to successfully negotiate the changing landscape of customer service, why the customer isn’t always right and what to do if your company’s customer service is lagging behind on social media today.

The first thing to understand is that the world of customer service has changed in a big way. Up until 10 years ago customer service was done in private: people called and wrote in with complaints. But today customer service is a spectator sport: more and more of it is happening online for all the world to see on social media, rating and review sites and discussion forums.

And Jay says that can work to your advantage because so few companies have made the shift and done so in a positive way. Companies may have an online presence but many of them aren’t interacting with their customers there, and even fewer are doing so in a timely fashion.

It’s important that your company be on the record in public. How you respond to upset customers in a public setting says a lot about what kind of business you are and what you’re made of.

On this episode Jay explains how to respond in an online public setting to complaints in a way that will make you stand out from your competition. Because of the online nature of customer service today it’s not so much about whether or not the customer is right, it’s more about the customer being heard.

Jay also details how to interact on ratings and reviews sites, how to choose which social media channel to be on and why an honesty audit might be the perfect solution for your company. He shares a treasure trove of knowledge and ideas on this episode so listen in and enjoy!

John Ruhlin is the founder of The Ruhlin Group, a firm that specializes in year-round strategic gifting and appreciation programs to connect with C-level executives. On this episode he shares how to give memorable gifts to open up and deepen your connections with high level execs, and anyone else.

John Ruhlin is the founder of The Ruhlin Group, a firm that specializes in year-round strategic gifting and appreciation programs to connect with C-level executives. On this episode he shares how to give memorable gifts to open up and deepen your connections with high level execs, and anyone else.

Clay Hebert helps entrepreneurs fund their dreams. Cl​ay shares a ​three-step structure to build and attract a loyal following for your business, the six-word introduction to describe your business and specific reasons it's so important to connect in today's economy.

The episode concludes with a quick recap of actionable steps you can take to deliver tangible, immediate results for you and your business.

Clay Hebert helps entrepreneurs fund their dreams. Cl​ay shares a ​three-step structure to build and attract a loyal following for your business, the six-word introduction to describe your business and specific reasons it's so important to connect in today's economy.

The episode concludes with a quick recap of actionable steps you can take to deliver tangible, immediate results for you and your business.