In today’s episode Dirk talks with Caroline Wright Berith, Sr. Director, Field Marketing and Lead Generation, with Infor.

Caroline and Dirk explore the premise that through the COVID pandemic customers are learning how to do business differently, and we must use this moment to re-imagine, re-think, and re-invent the customer experience. The uncertainty and changes your customers are experience creates a new friction that needs to be worked through in your sales and marketing efforts. This suggests a need to re-learn how to approach and sell to your customer.

Among the topics explored by Dirk and Caroline:

• How to use today’s uncertainty as an opportunity to rethink your customer experience

• The importance of authenticity in your marketing message

• How to build customer centricity into your marketing

• How customer personas can guide you to create value statements your customers embrace

Information On Referenced Topics:

UnleashWD: www.unleashwd.com

Dirk Beveridge LinkedIn: https://www.linkedin.com/in/dirkbeveridge/

Caroline Wright Berith LinkedIn: https://www.linkedin.com/in/carolineberith/

Infor: https://www.infor.com

In today’s episode Dirk talks with Kelly Jones, Ph.D., Director of Learning and Program Content, at the National Association of Electrical Distributors (NAED).

Kelly discusses the findings of her qualitative research and instructional design in higher education, corporate training, non-profit organizations and now NAED. With a focus on leadership, Kelly presents a new paradigm of what will define effective leadership post COVID. To kick off the conversation Dirk and Kelly look at the often stated truism throughout distribution that “this is a relationship business” and suggest a new paradigm.

Among the topics explored by Dirk and Kelly:

• The #1 criteria that retains talented employees (hint, it’s not what you think)

• The critical importance of the first 30 days of an employee’s employment

• The correlation between employe experience and customer experience

• How COVID and its uncertainty is heightening the need for leaders to rethink their relationship with their employees

Information On Referenced Topics:

UnleashWD: www.unleashwd.com

Dirk Beveridge LinkedIn: https://www.linkedin.com/in/dirkbeveridge/

Kelly Jones LinkedIn: https://www.linkedin.com/in/kellyjones555/

National Association of Electrical Distributors: https://www.naed.org

In today’s episode Dirk talks with Ranga Bodla, Vice President Field Engagement and Marketing, with NetSuite.

When COVID released itself upon the world, businesses had to pivot immediately. Processes, business models, and technology that were working up to this point were no longer sufficient. Now is a time of forced experimentation where businesses have the imperative and the opportunity to explore and to innovate. Everything tried won’t work but others will endure and provide an opportunity to enact the value delivered over time.

Among the topics explored by Dirk and Ranga:

• The power of exploring best practices outside your industry

• How business models have and are evolving due to the pandemic

• How Cloud based solutions enable the ability to pivot

• How distributors are enhancing their remote selling capabilities

• The stairway approach to digital transformation

Information On Referenced Topics:

UnleashWD: www.unleashwd.com

Dirk Beveridge LinkedIn: https://www.linkedin.com/in/dirkbeveridge/

Ranga Bodla LinkedIn: linkedin.com/in/ranga-bodla-bb45b

NetSuite: https://www.netsuite.com/portal/home.shtml

Business Now by Netsuite: https://www.netsuite.com/portal/company/businessnow.shtml

In today’s episode Dirk shares his belief, that companies don’t change, transform, and innovate, people do!

With all the talk of the innovative companies such as Amazon, Apple, Tesla and the like. Dirk’s premise is that we can’t lose sight that these businesses have invented nothing. They have changed nothing. It’s the people within those businesses that create the change, transformation and innovation. The companies just happen to be the recipients of that progress.

Dirk also shares two stories of distribution mid level managers finding the courage to lead by “simply” meeting new people, exploring new ideas, getting away from the day to day, and to find inspiration from new connections.

Among the topics explored by Dirk:

• The model of The Innovative Distributor™

• The role of a leaders will, energy, and focus

• How getting away from the day to day and into new experiences can spark innovation

• Why we need to move from a focus on Human Capital and shift to a focus on the Human Spirit

Information On Referenced Topics:

UnleashWD: www.unleashwd.com

One: Power Together: https://unleashwd.com/one-power-together/#

Dirk Beveridge LinkedIn: https://www.linkedin.com/in/dirkbeveridge/

In today’s episode Dirk talks with Nancy Giordano, Strategic Futurist, and founder of Play Big Inc..

When you speak with the visionaries and entrepreneurs actually building the technology applications of tomorrow—from AI, cyber security, nanotechnology, virtual reality and everything in between—and ask how far into this new era we are, almost universally the reply is: “only one percent”. Imagine then, where we will be ten years from now? How about 50?

What makes this moment so unique is not only that we are collectively experiencing a simultaneous global pandemic and economic landslide, but that we are also standing at the front end of an astronomical (yep, “radical” doesn’t get close enough) shift in how the world will work. And it will happen fast.

Among the topics explored by Dirk and Nancy:

• What does the future need and expect of us

• Identifying your unique way to create and contribute to the future

• And exhaustive discussion of the technologies we need to be watching

• 4 social trends emerging from the pandemic

• Building individual and organizational awareness

• How convergent technologies are changing the world

• The need to rethink metrics of success

Information On Referenced Topics:

Nancy Giordano LinkedIn: https://www.linkedin.com/in/nancygiordano/

Play Big Inc.: https://playbiginc.com/#home

We are only 1% In Blog post: https://nancygiordano.com/blog/were-only-one-percent-in

Femme Futurist Society: https://femmefuturists.com

Distribution As We Know It Is Dead: https://unleashwd.com/distribution-is-dead-ebook/

In today’s episode Dirk talks with Kip Miller, president and CEO of Eastern Industrial Supplies, Brian Tuohey, CEO of The Collins Company and John Hanna, President and COO of Fromm Electric..

My guests today talk of their faith in business and leadership. The conversation is light and funny at times and quiet, soulful, and deep at others. This is probably the least comfortable I have ever been in business conversation. As I say to our guests, the strength of their faith and reliance on God is foreign to me. But I wanted to understand, to explore if I am missing something … or more precisely to look for what I am missing..

Among the topics explored by Dirk, Kip, Brian, and John:

• Gods role in leadership and business

• What it means when a leader believes God is his pilot

• We learn of several faith based organizations business leaders rely on to support their people

Information On Referenced Topics:

John Hanna LinkedIn: https://www.linkedin.com/in/john-hanna-5186b720/

Brian Tuohey LinkedIn: https://www.linkedin.com/in/brian-tuohey-223b4b13b/

Kip Miller LinkedIn: https://www.linkedin.com/in/kip-miller/

Eastern Industrial Supplies: https://www.easternfirst.com

The Collins Companies: https://www.collinspipe.com

Fromm Electric: https://www.frommelectric.com

Its Well With My Soul Video: https://www.youtube.com/watch?v=nDIJz6zzHNU

C12 Advisory Group: https://www.c12group.com

Corporate Chaplains of America: https://chaplain.org

UnleashWD: www.unleashwd.com

In today’s episode Dirk talks with Joe Nettemeyer, President and CEO of Valin Corporation..

How does an organization transform itself from being reactive to the market to being predictive? In this episode Joe talks about the need to build an intelligence network. He describes what his intelligence network is comprised of and also shares some of the key trends he and his leadership team are focused on.

Among the topics explored by Dirk and Joe:

•The imperative calling for leadership to define the new rules

•How Valin is connecting the dot’s of change to identify the sales process of the near term future

•The new normal of sales - of having to be invited in to see the customer

•Distributors becoming the managers of the customer experiences and needing to deliver seamless digital experiences between suppler and customer.

•What an intelligence network for business leaders is and how Joe uses his to formulate strategy

Information On Referenced Topics:

Joe Nettemeyer LinkedIn: https://www.linkedin.com/in/joseph-nettemeyer-23b20532/

Valin Corporation: https://www.valin.com

Harvard Business Review: Emerson Electric: Consistent Profits, Consistently: https://hbr.org/1992/01/emerson-electric-consistent-profits-consistently

UnleashWD: www.unleashwd.com

In today’s episode Dirk talks with Kaihan Krippendorff, Founder of Outthinker Strategy Network.

One of the great strategy thinkers of our time, Kaihan Krippendorff outlines how leaders must adapt their strategic thinking and planning in times of crisis. At the heart of our conversation, Kaihan provides several frameworks for leaders to decide when it’s appropriate to pull back, and when to advance. He breaks down the questions, frame of reference, and the tactical steps we all can take to come out of crises stronger than we went in.

*Note there are parts of the discussion interrupted by the cell connection. Hang in there… Kaihan’s wisdom is worth it!

Among the topics explored by Dirk and Kaihan:

• How innovative strategies emerge

• How strategy differs in times of crisis versus “normal” times

• Three immediate questions and actions to begin your strategic planning in crises

• Why its a good idea to start all strategy sessions with the “mess”discussion”

• Why now is the time to be listening to your employees (hint, they have the ideas that will create your future)

Information On Referenced Topics:

Kaihan LinkedIn: https://www.linkedin.com/in/kaihankrippendorff/

Outthinker: https://outthinker.com

Kaihan speaking site: https://kaihan.net

Driving Innovation From Within: https://kaihan.net/driving-innovation-from-within-book/

Thirty-Six Stratagems: https://en.wikipedia.org/wiki/Thirty-Six_Stratagems

UnleashWD: www.unleashwd.com

In today’s episode Dirk talks with Randy MacLean, President of WayPoint Analytics.

Randy MacLean brings a unique and optimistic … yet realistic point of view to the way leaders must lead doing this pandemic. Acknowledging the magnitude of change, Randy suggests that for those who work to understand the changes that will endure, how the market will evolve, and how to best serve this evolved market will be the ones gaining traction to come out stronger on the other side.

Among the topics explored by Dirk and Randy:

• Historical perspective of national crisis and it’s impact on business

• Why we should be optimistic about the future

• The need to identify optimally efficient relationships right now

• Why now is the time to get closer to your customer

• A focus on the changing customer experience

• How analytics can lead you to better decision making right now

Information On Referenced Topics:

WayPoint Analytics: www.waypointanalytics.net/waypoint.asp

UnleashWD: www.unleashwd.com

In today’s episode Dirk talks with Michael Werner, Founder and CEO of HomeX and his business partner Vincent Payen, Co-Founder and President of HomeX.

The COVID pandemic caused enough crisis and uncertainty for long established businesses but how about for a start up looking to radically improve home services for consumers, contractors, distributors, and manufacturers. This is what I wanted to hear and learn from with our guests today Michael Werner, Founder and CEO of HomeX and his business partner Vincent Payen, Co-Founder and President of HomeX.

You’ll hear how these two leaders insured the business pivoted quickly as COVID unleashed itself on the world and their plans.

Among the topics explored by Dirk, Michael, and Vincent:

• How a transformative business idea arose out of crisis

• Identifying big shifts that present opportunity

• Three T’s - Trust, Time, Transparency are the makings of a disruptive business model.

• When to accelerate execution and scale in crisis

• The importance of rethinking work cycles in crisis

Information On Referenced Topics:

UnleashWD: www.unleashwd.com

HomeX: https://homex.com

McKinsey - Scaling Rapid Workforce Conversion During COVID-19: https://www.mckinsey.com/business-functions/mckinsey-accelerate/our-insights/scaling-rapid-workforce-conversion-during-covid-19