Talking To Above The Line

A good sales talk keeps your client engaged. Skip Miller and Tom Latourette's guest today is Aaron Stead, Chief Revenue Officer at Mindbody. In this episode, Aaron discusses with Skip and Tom that research and personalization are key points for an engaging sales conversation. If you want your potential client to listen to you, learn about their industry, and listen to their needs. Then present your product as the best solution available in the market to solve their problem. Want more tips on how to conduct the sales talk that sells? Jump in! 

There is no denying the impact of COVID-19 on many businesses. Almost all were forced to shut down, causing now, more than ever, for people to crave that human interaction, especially in businesses that need to provide that certain hand-holding. Michael O'Rourke, the CEO of Signature Bank, is doing just that—working non-stop to be out there for people. He joins the show in this episode to share with us the challenges he is facing in this current pandemic, how he is overcoming them, and what he plans to do in the near future to keep the growth going. At the heart of it is their business model that revolves around how relationships matter. Michael tells us the way they put relationships at the front and center and how to build a better brand when social media is not working.

Leadership Greater Chicago is a nonprofit like any other but it would be a mistake to assume that it doesn’t run on business speed. In fact, the accelerated nature of its operation attracts a certain breed of people into its ranks – people who are willing to run really fast along with the organization breakneck trajectory. The reason? Simply because the pressing socioeconomic issues in Chicagoland couldn’t wait a second longer to be addressed with competent and visionary leadership. Founded more than 30 years ago, the organization has continued to deliver on its mission of ensuring that Greater Chicago has a constant pipeline of civic leaders from the private, nonprofit, and public sectors to address these issues. Holding the reins during this pivotal time is Maria Wynne, who has been the organization’s CEO since 2014. She joins Skip Miller and Tom Latourette in this conversation and speaks about her role as a leader, what makes the organization different, and what its vision for the future looks like.

The faster you hire your physicians, the faster you can generate revenue. Today’s guest is Heather Kingsbury Hill, the senior director, talent acquisition strategy and operations at Optum. Heather discusses with Skip Miller and Tom Latourette how to find the right candidates. Make it easier for the candidates to find you by posting jobs on the right websites. At the same time, you also need to go out and find candidates because they may not always seek new jobs. Join in the discussion to learn more about talent acquisition strategies!

Astronics is a public company focused on commercial aerospace, but they’re making breakthroughs a lot closer to the ground this time. When COVID hit, customers immediately put orders on hold and everything came to a stop. Astronics President, Michael Kuehn discusses with Skip Miller and Tom Latourette how the company immediately pivoted during the pandemic by making sanitizing robots using UV technology. Join in the discussion to learn more about how Astronics keeps working it despite the pandemic, and how you can too!

Motorola Solutions is passionate about helping people in their moments that matter. It’s just one of the things that has allowed the international company to thrive in these challenging times. In this inaugural episode of the podcast, Skip Miller and Tom Latourette’s speak with Craig Chenicek, the company’s Head of International Strategy and Product Operations. Craig discusses with Skip and Tom the challenges he faces in leading the company through the COVID-19 pandemic’s “new normal”. You can still achieve your goals for 2021 despite the major setbacks of the pandemic. Craig explains how the key is to pivot. Keep listening to your customers’ needs and add value. Tune in to learn more!